Rethinking sales management : a strategic guide for practitioners /
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. T...
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| Format: | eBook |
| Language: | English |
| Published: |
Chichester, England ; Hoboken, NJ :
John Wiley & Sons,
©2007.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
| Summary: | 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. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling sales ma. |
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| Physical Description: | 1 online resource (xxiv, 289 pages) : illustrations |
| Bibliography: | Includes bibliographical references (pages 267-279) and index. |
| ISBN: | 9781119208693 1119208696 9780470516973 0470516976 1281840394 9781281840394 |