Rethinking Sales Management A Strategic Guide for Practitioners

Name: Rethinking Sales Management
Author: Beth Rogers

Auteur: Beth Rogers

Taal: Engels

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Auteur: Beth Rogers

Engels
Hardcover
9780470513057
29 juni 2007
314 pagina's

Alle productspecificaties

Samenvatting

Until 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.

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.

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Taal: en
Bindwijze: Hardcover
Oorspronkelijke releasedatum: 29 juni 2007
Aantal pagina's: 314
Illustraties: Nee

Betrokkenen

Hoofdauteur: Beth Rogers
Hoofduitgeverij: WILQ

Overige kenmerken

Extra groot lettertype: Nee
Product breedte: 157 mm
Product hoogte: 25 mm
Product lengte: 231 mm
Studieboek: Ja
Verpakking breedte: 156 mm
Verpakking hoogte: 230 mm
Verpakking lengte: 24 mm
Verpakkingsgewicht: 599 g

EAN

EAN: 9780470513057

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Categorieën: Managementboeken

Sales & Marketing

Boeken
Taal: Engels
Boek, ebook of luisterboek?: Boek
Beschikbaarheid: Leverbaar
Studieboek of algemeen: Algemene boeken

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