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Rethinking Sales Management

By Beth Rogers

Product Image: Rethinking Sales Management

Rethinking Sales Management

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Description
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer's point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Product details
Edition:
1
Number of Pages:
320
Release Date:
2007-06-29
Publication Date:
2007-08-13
Publisher:
Wiley
Languages:
Original: English
ISBN10:
0470513055
ISBN13:
9780470513057
GPSR Manufacturer Reference:
[email protected]
Weight:
679 g
Height:
157 cm
Width:
235 cm
Thickness:
23 cm
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