Rethinking Sales Management: A Strategic Guide for Practitioners

✍ Scribed by Beth Rogers

• Year: 2007
• Tongue: English
• Leaves: 315
• Edition: 1
• Category: Library

✦ Synopsis

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 managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

✦ Table of Contents

Rethinking Sales Management......Page 1
Contents......Page 7
Foreword......Page 9
Acknowledgments......Page 15
About the author......Page 19
Introduction......Page 21
PART I: Strategy......Page 27
1: The big picture......Page 29
2: The purchaser’s view......Page 53
3: The B2B relationship development box......Page 77
PART II: Using the Relationship Development Box......Page 97
4: Strategic relationships......Page 99
5: Prospective relationships......Page 123
6: Tactical relationships: the power of low touch......Page 143
7: Cooperative relationships......Page 163
8: The end of relationships......Page 179
PART III: Strategic Focus for 21st-Century Sales Management......Page 199
9: Reputation management......Page 201
10: Working with marketing......Page 223
11: Leadership......Page 243
12: Process management......Page 265
Bibliography......Page 293
Index......Page 307