Rethinking sales management a strategic guide for practitioners
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. T...
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| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
Hoboken, N.J.
John Wiley & Sons Inc.
2007
©2007 |
| Subjects: | |
| Online Access: | Click Here to View Status and Holdings. |
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Add Tag | Summary: | 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 man. |
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| Physical Description: | xxiv, 289 pages illustrations 24 cm |
| Bibliography: | Includes bibliographical references and index |
| ISBN: | 9780470513057 0470513055 |
Rethinking the sales force redefining selling to create and capture customer value