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Rogers, Beth

Rethinking Sales Management: A Strategic Guide for Practitioners

Rogers, Beth - Rethinking Sales Management: A Strategic Guide for Practitioners, ebook

37,20€

Ebook, ePUB with Adobe DRM
ISBN: 9781119995517
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Printing94 pages with an additional page accrued every 8 hours, capped at 94 pages
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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.

Keywords: Sales Management

Author(s)
Publisher
John Wiley and Sons, Inc.
Publication year
2010
Language
en
Edition
1
Page amount
314 pages
Category
Economy
Format
Ebook
eISBN (ePUB)
9781119995517
Printed ISBN
9780470513057

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