Rogers Rethinking Sales Management

A Strategic Guide for Practitioners
1. Auflage 2011
ISBN: 978-1-119-99551-7
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 314 Seiten, E-Book

Until recently, sales managers received no specific training fortheir jobs. However, selling has become more complex with theemergence of regulations and more sophisticated customers. Salesmanagers need to inspire and achieve sales results by managingteams of professionals and other resources. To do so, they needguidance on dealing with issues that arise in these broader aspectsof their role.
This concise guide for sales managers is based on a well-knownsales management technique called the 'customer portfoliomatrix'. Beth Rogers weaves her version of this throughout,enabling sales managers to see their strategy from thecustomer's point of view. Doing so will allow them to setrealistic objectives, design new strategies that add real customervalue, avoid wasting time on price-oriented customers and deployresources for maximum results.

Autoren/Hrsg.

Rogers, Beth

Inhaltsverzeichnis

Acknowledgements
This book draws on research and contributions from universitiesand institutions in over 20 countries including the AmericanProductivity and Quality Center, the Caux Round Table, the SupplyChain Executive Board, AIDA Marketing e Formazione, UnitedProfessional Sales Association, Purchasing Management Associationof Canada, the Association of the British PharmaceuticalIndustry.
Foreword
From Neil Rackham, creator of SPIN Selling, lead author of"Rethinking the Salesforce" and Visiting Professor,Univeristy of Portsmouth Business School
Introduction
PART 1 - Strategy
Chapter 1 - The big picture
Chapter 2 - The purchaser's view
Chapter 3 - The B2B relationship development box
PART 2 - Using the relationship development box
Chapter 4 - Strategic relationships
Chapter 5 - Prospective Relationships Chapter 6 -Tactical relationships: the power of low touch
Chapter 7 - Co-operative relationships
Chapter 8 - The end of relationships
PART 3 - Focus for 21st century sales management
Chapter 9 - Reputation management
Chapter 10 - Working with marketing
Chapter 11 - Leadership
Chapter 12 - Process management

Über Autor(innen)

Beth Rogers is regarded as a leading thinker on the topic of salesmanagement, and is also sought out for her ability to provoke thethinking of others. She manages the primary postgraduateprogram for sales managers in Europe. Beth is also ResearchDirector of the Institute of Sales and Marketing Management, and aFellow of the Royal Society. She was elected Chair of the UKGovernment's National Sales Board in 2005, and wasinstrumental in the launch of National Occupation Standards forSales in the UK.
Her practical experience in both sales and marketing in theinformation technology sector has been supplemented by consultancyin a variety of organizations, together with research andteaching. She has worked with major corporations in Europe,the US, SE Asia and Australia, and with small businesses in theSouth and South-east of England, both in manufacturing andservices.
Beth is a popular author and speaker on sales management. Herprevious books include co-authorship with Professor MalcolmMcDonald of "Key account management - learning fromsupplier and customer perspectives". She has writtenmany articles on sales and marketing related topics over the pasteighteen years, and is a regular contributor to "WinningEdge". She has also provided comment for the DailyTelegraph and Sunday Times.
Beth works with employers, her alumni, professional institutionsand fellow experts to raise the profile of the salesprofession.