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Rethinking sales management: a strategic guide for practitioners

Author: Rogers, Beth Publisher: Wiley, 2007.Language: EnglishDescription: 289 p. : Graphs ; 24 cm.ISBN: 9780470513057Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .R64 2007
(Browse shelf)
Available 001209406
Total holds: 0

Includes bibliographical references and index


Rethinking Sales Management A Strategic Guide for Practitioners Contents Foreword Acknowledgments About the author Introduction Part I STRATEGY I The big picture 2 The purchaser's view 3 The B2B relationship box Part II USING THE RELATIONSHIP DEVELOPMENT BOX 4 Strategic relationships 5 Prospective relationships 6 Tactical relationships: the power of low touch 7 Cooperative relationships 8 The end of relationships vii xiii xvii xix I 3 27 51 71 73 97 117 137 153 Part III STRATEGIC FOCUS FOR 21ST-CENTURY SALES MANAGEMENT 9 Reputation management 10 Working with marketing 11 Leadership 12 Process management 173 175 197 217 239 267 281 Bibliography Index

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