Rogers, Beth,  1957- <br/><br/>
Rethinking sales management :  a strategic guide for practitioners / 
Beth Rogers. 
 - Hoboken, N.J. :  John Wiley & Sons Inc.,  c2007. 
 - 289 p.;  24 cm. 
<br/><br/>Includes bibliographical references ([267]-279)and index. 
<br/><br/>Introduction: everyone live by selling something -- Strategy -- The big picture -- The purchaser's view -- The B2B relationship box -- Using the relationship development box -- Strategic relationships -- Prospective relationships -- Tactical relationships: the power of low touch -- Co-operative relationships -- The end of relationships -- Strategic focus for the 21st century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management -- Bibliography -- Index. 
<br/><br/><label>ISBN: </label>9780470513057 (cloth : alk. paper) 
<br/><br/><label>LCCN: </label>2007019144 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.4  / .R64 2007 
<br/><br/><label>Dewey Class. No.: </label>658.81