Rethinking Sales Management A Strategic Guide for Practitioners
Uitgever: John Wiley & Sons Inc
- Engels
- Hardcover
- 9780470513057
- 29 juni 2007
- 314 pagina's
Samenvatting
This book is unashamedly focused on sales management as a strategic topic. Where would businesses be without the top line of the profit and loss account – SALES? Many business people say that strategic sales management is “the next big thing” that companies needs to address. Chief Executives have recognized that the sales managers’ responsibility for handling the customer interface can be the most important thing in generating company success. With inspired leadership and the right application of skills and systems, strategic relationship development can deliver competitive advantage.
No one can assume in business-to-business commercial relationships that supplier strategy drives customers to buy. Customers drive their own destiny. The “top line” competency for suppliers is to identify pathways for mutual gain. The greatest advocates for strategic sales management companies who are designing those pathways are their customers. Whether they long for low-touch, remote and transactional relationships with particular suppliers for particular goods and services, or whether they want joint venture with others, customers appreciate the suppliers who understand their needs and develop the capabilities to meet them.
“Boundary-spanning” – understanding the customer’s point of view and reconciling it with the needs of the company for profitable growth – is a complex activity to manage. This book is here to facilitate the strategic thinking that sales managers have to apply in 21st century businesses to generate healthy “top line” growth.
Productspecificaties
Inhoud
- Taal
- en
- Bindwijze
- Hardcover
- Oorspronkelijke releasedatum
- 29 juni 2007
- Aantal pagina's
- 314
- Illustraties
- Met illustraties
Betrokkenen
- Hoofdauteur
- Beth Rogers
- Hoofduitgeverij
- John Wiley & Sons Inc
Overige kenmerken
- Editie
- New title
- Extra groot lettertype
- Nee
- Gewicht
- 654 g
- Product breedte
- 163 mm
- Product hoogte
- 26 mm
- Product lengte
- 236 mm
- Studieboek
- Ja
- Verpakking breedte
- 163 mm
- Verpakking hoogte
- 230 mm
- Verpakking lengte
- 236 mm
EAN
- EAN
- 9780470513057
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