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01168nam a2200205 a 4500 |
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548759 |
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20171111230013.0 |
| 008 |
070507s2007 enka b 001 0 eng |
| 020 |
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|a 9780470513057 (cloth : alk. paper)
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| 040 |
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|a DLC
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| 050 |
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|a HF5438.4
|b .R64 2007
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| 082 |
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|2 22
|a 658.8/1
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| 100 |
1 |
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|a Rogers, Beth,
|d 1957-
|
| 245 |
1 |
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|a Rethinking sales management :
|b a strategic guide for practitioners /
|c Beth Rogers.
|
| 260 |
1 |
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|a Chichester, England :
|b John Wiley & Sons Inc.,
|c c2007.
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| 300 |
1 |
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|a xxiv, 289 p. :
|b ill. ;
|c 24 cm.
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| 504 |
1 |
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|a Includes bibliographical references (p. [267]-279) and index.
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| 505 |
1 |
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|a 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 -- Cooperative relationships -- The end of relationships -- Strategic focus for the 21st-century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management.
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| 650 |
1 |
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|a Sales management
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| 952 |
|
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|a GrThPMO
|b 59b011106c5ad17d7e5ac534
|c 952a
|d 9528
|e HF5438.4.R64 2007
|t 7
|x m
|z Books
|
