Rethinking sales management a strategic guide for practitioners

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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Bibliographic Details
Main Author: Rogers, Beth 1957- (Author)
Format: Book
Language:English
Published: Hoboken, N.J. John Wiley & Sons Inc. 2007
©2007
Subjects:
Sales management
Online Access:Click Here to View Status and Holdings.
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245 1 0 |a Rethinking sales management  |b a strategic guide for practitioners  |c Beth Rogers 
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504 # # |a Includes bibliographical references and index 
520 # # |a 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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856 4 0 |z Click Here to View Status and Holdings.  |u https://opac.uitm.edu.my/opac/detailsPage/detailsHome.jsp?tid=395252 
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