TY  - BOOK
AU  - Rogers,Beth
TI  - Rethinking sales management: strategic guide for practitioners 
SN  - 9780470513057
U1  - 658.81 
PY  - 2007///
CY  - Hoboken, N.J.
PB  - John Wiley & Sons Inc.
KW  - Sales management
N1  - 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
ER  -