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Rethinking Sales Management
A Strategic Guide for Practitioners
E-Book
Sofort lieferbar | Lieferzeit: Sofort lieferbar I
ISBN-13:
9781119995517
Veröffentl:
2011
Einband:
E-Book
Seiten:
314
Autor:
Beth Rogers
eBook Typ:
EPUB
eBook Format:
Reflowable E-Book
Kopierschutz:
Adobe DRM [Hard-DRM]
Sprache:
Englisch
Beschreibung:
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.
Until recently, sales managers received no specific training fortheir jobs. However, selling has become more complex with theemergence of regulations and more sophisticated customers. Salesmanagers need to inspire and achieve sales results by managingteams of professionals and other resources. To do so, they needguidance on dealing with issues that arise in these broader aspectsof their role.This concise guide for sales managers is based on a well-knownsales management technique called the 'customer portfoliomatrix'. Beth Rogers weaves her version of this throughoutenabling sales managers to see their strategy from thecustomer's point of view. Doing so will allow them to setrealistic objectives, design new strategies that add real customervalue, avoid wasting time on price-oriented customers and deployresources for maximum results.
Foreword viiAcknowledgments xiiiAbout the author xviiIntroduction xixPart I Strategy 11 The big picture 32 The purchaser's view 273 The B2B relationship box 51Part II Using the Relationship Development Box 714 Strategic relationships 735 Prospective relationships 976 Tactical relationships: the power of low touch 1177 Cooperative relationships 1378 The end of relationships 153Part III Strategic Focus for 21st-Century Sales Management 1739 Reputation management 17510 Working with marketing 19711 Leadership 21712 Process management 239Bibliography 267Index 281