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Rethinking sales management : a strategic guide for practitioners / Beth Rogers.

By: Material type: TextTextPublication details: Hoboken, N.J. : John Wiley & Sons Inc., c2007.Description: 289 p.; 24 cmISBN:
  • 9780470513057 (cloth : alk. paper)
Subject(s): DDC classification:
  • 658.81 22
LOC classification:
  • HF5438.4 .R64 2007
Online resources:
Contents:
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.
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Item type Current library Home library Call number Copy number Status Barcode
Books Books مخزن الكتب - البدروم المكتبة المركزبة الجديدة - جامعة القاهرة 658.81 R7245 Store (Browse shelf(Opens below)) C.1 Available 01000110194636000

Includes bibliographical references ([267]-279)and index.

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.

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