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Rethinking sales management : strategic guide for practitioners / Beth Rogers
Material type:
TextPublication details: Hoboken, N.J. : John Wiley & Sons Inc., 2007Description: xxiv, 289 pISBN: - 9780470513057
- 658.81 R6R3
Contents:
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.
| Item type | Current library | Call number | Status | Date due | Barcode | Item holds | |
|---|---|---|---|---|---|---|---|
Book
|
Indore | 658.81 R6R3 (Browse shelf(Opens below)) | Available | IIMI-20403 |
Total holds: 0
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.
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