000			01686cam a22003138a 4500
008			070507s2007 nju b 001 0 eng
010			_a 2007019144
020			_a9780470513057 (cloth : alk. paper)
040			_aDLC _cDLC _dDLC
050	0	0	_aHF5438.4 _b.R64 2007
082	0	0	_a658.81 _222
092	0	4	_a658.81 _bR7245 _221
099			_a04 _a658.81 R7245
100	1		_aRogers, Beth, _d1957-
245	1	0	_aRethinking sales management : _ba strategic guide for practitioners / _cBeth Rogers.
260			_aHoboken, N.J. : _bJohn Wiley & Sons Inc., _cc2007.
300			_a289 p.; _c24 cm.
504			_aIncludes bibliographical references ([267]-279)and index.
505	0		_aIntroduction: 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.
650		0	_aSales management.
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0717/2007019144.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0739/2007019144-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0739/2007019144-d.html
902			_a1
905			_aEman _eRev.
905			_aJamal _eCat.
942			_2ddc _cBK
999			_c122137 _d122137