Rethinking sales management :
Rogers, Beth
Rethinking sales management : strategic guide for practitioners / Beth Rogers - Hoboken, N.J. : John Wiley & Sons Inc., 2007 - xxiv, 289 p.
Introduction: everyone live by selling something -- Strategy -- The big picture -- The purchaser's view -- The B2B relationship box -- Using the relationship development box -- Strategic relationships -- Prospective relationships -- Tactical relationships: the power of low touch -- Co-operative relationships -- The end of relationships -- Strategic focus for the 21st century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management -- Bibliography -- Index.
9780470513057 USD 39.95 (Rs. 1673.90)
Sales management
658.81 / R6R3
Rethinking sales management : strategic guide for practitioners / Beth Rogers - Hoboken, N.J. : John Wiley & Sons Inc., 2007 - xxiv, 289 p.
Introduction: everyone live by selling something -- Strategy -- The big picture -- The purchaser's view -- The B2B relationship box -- Using the relationship development box -- Strategic relationships -- Prospective relationships -- Tactical relationships: the power of low touch -- Co-operative relationships -- The end of relationships -- Strategic focus for the 21st century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management -- Bibliography -- Index.
9780470513057 USD 39.95 (Rs. 1673.90)
Sales management
658.81 / R6R3