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019 _a255894066
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020 _a9781119208693
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020 _a1119208696
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020 _a9780470516973
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020 _a0470516976
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020 _a1281840394
020 _a9781281840394
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035 _a(OCoLC)297117169
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072 7 _aBUS
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072 7 _aKMPC
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082 0 4 _a658.8/1
_222
049 _aMAIN
100 1 _aRogers, Beth,
_d1957-
_1https://id.oclc.org/worldcat/entity/E39PBJqqyvtr8JQTkfkVffjXBP
245 1 0 _aRethinking sales management :
_ba strategic guide for practitioners /
_cBeth Rogers.
260 _aChichester, England ;
_aHoboken, NJ :
_bJohn Wiley & Sons,
_c�2007.
300 _a1 online resource (xxiv, 289 pages) :
_billustrations
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
504 _aIncludes bibliographical references (pages 267-279) and index.
505 0 _aStrategy -- 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 -- Cooperative relationships -- The end of relationships -- Strategic focus for the 21st-century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management.
520 _aUntil 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 ma.
588 0 _aPrint version record.
590 _aJohn Wiley and Sons
_bWiley Online Library: Complete oBooks
650 0 _aSales management.
650 6 _aVentes
_xGestion.
650 7 _aBUSINESS & ECONOMICS
_xSales & Selling
_xManagement.
_2bisacsh
650 7 _aSales management
_2fast
758 _ihas work:
_aRethinking sales management (Text)
_1https://id.oclc.org/worldcat/entity/E39PCGjvpbh7JpxKpF8PmQp3wC
_4https://id.oclc.org/worldcat/ontology/hasWork
776 0 8 _iPrint version:
_aRogers, Beth, 1957-
_tRethinking sales management.
_dChichester, England ; Hoboken, NJ : John Wiley & Sons, �2007
_z9780470513057
_z0470513055
_w(DLC) 2007019144
_w(OCoLC)124165453
856 4 0 _uhttps://onlinelibrary.wiley.com/doi/book/10.1002/9781119208693
938 _a123Library
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938 _aBaker and Taylor
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938 _aEBL - Ebook Library
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938 _aProQuest MyiLibrary Digital eBook Collection
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938 _aInternet Archive
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_nrethinkingsalesm0000roge
938 _aYBP Library Services
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938 _aYBP Library Services
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938 _aYBP Library Services
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