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01124nam a2200181 a 4500 |
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704928 |
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20171111231044.0 |
| 008 |
090827s2007 enka b 001 0 eng d |
| 020 |
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|a 9780470513057
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| 082 |
0 |
4 |
|2 22
|a 658.81
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| 100 |
1 |
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|a Rogers, Beth,
|d 1957-
|
| 245 |
1 |
0 |
|a Rethinking sales management :
|b a strategic guide for practitioners /
|c Beth Rogers
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| 260 |
|
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|a Chichester :
|b Wiley,
|c c2007
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| 300 |
|
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|a xxiv, 289 p. :
|b ill. ;
|c 24 cm
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| 504 |
|
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|a Includes bibliographical references and index
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| 505 |
0 |
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|a 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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| 650 |
|
0 |
|a Sales management
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| 952 |
|
|
|a GR-ThIHU
|b 59cc21156c5ad13446f89b2e
|c 998a
|d 945l
|e 658.81 ROG
|t 1
|x m
|z Books
|
