Rethinking sales management : a strategic guide for practitioners /
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Chichester :
Wiley,
c2007
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| Subjects: |
Table of 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