Name: rethinking sales management: a strategic guide for practitioners
SKU: 10760144
Price: 52.89 USD
Availability: InStock
Author: beth rogers

portada rethinking sales management: a strategic guide for practitioners

rethinking sales management: a strategic guide for practitioners

Formato

Libro Físico

Editorial

wiley

Autor

beth rogers

N° páginas

314.00

ISBN

0470513055

ISBN13

9780470513057

Categorías

Ventas y marketing

rethinking sales management: a strategic guide for practitioners

Beth Rogers (Autor) · wiley · Libro Físico

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Reseña del libro "rethinking sales management: a strategic guide for practitioners"

this is a short, thought-provoking book written specifically for the busy sales manager. it is based on a well-known sales management technique called the customer portfolio matrix, which beth rogers has identified as the best tool for provoking original and objective thought, identifying resource allocation and implementing best practice. she weaves her own version of this model throughout the book to enable sales managers to see their strategy from the customers point of view. doing so will enable them to design new strategies that add value to a customers own activities, set realistic objectives, avoid wasting time on price-oriented customers and deploy resources where they are most productive. time is also given to the people side of sales management, with guidance on how to motivate account managers according to their customer type in a variety of geographical markets including europe, south east asia and the usa. after reading this book the sales manager, and those he/she coaches will recognize where value matters to the buyer and where it does not.