Normal view
MARC view
Rethinking sales management : a strategic guide for practitioners / Beth Rogers.
Publication details: Chichester, England ; Hoboken, NJ : Wiley, c2007.Description: xxiv, 289 p. : ill. ; 24 cmISBN:- 9780470513057 (cloth) :
- 0470513055 :
- HF5438.4 .R64 2007
Contents:
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 -- Cooperative relationships -- The end of relationships -- Strategic focus for the 21st-century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management.
| Item type | Current library | Home library | Shelving location | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
Books
|
American University in Dubai | American University in Dubai | Main Collection | HF 5438.4 .R64 2007 (Browse shelf(Opens below)) | Available | 602474 |
Browsing American University in Dubai shelves, Shelving location: Main Collection Close shelf browser (Hides shelf browser)
| HF 5438.4 .K67 2009 Selling to zebras : how to close 90% of the business you pursue faster, more easily, and more profitably / | HF 5438.4 .M658 1997 Sales management : strategy, technology, skills / | HF 5438.4 .R343 1999 Rethinking the sales force : redefining selling to create and capture customer value / | HF 5438.4 .R64 2007 Rethinking sales management : a strategic guide for practitioners / | HF 5438.4 .S22715 2011 Sales management : a multinational perspective / | HF 5438.4 .S55 2012 Sales management : products and services / | HF 5438.4 .S78 1983 Management of the sales force / |
Includes bibliographical references (p. [267]-279) and index.
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 -- Cooperative relationships -- The end of relationships -- Strategic focus for the 21st-century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management.
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