反思销售管理：战略指导从业人员 Rethinking Sales Management: A Strategic Guide for Practitioners pdf snb 115盘 kindle 在线 下载 pmlz mobi

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.

Contents

Foreword

Acknowledgments

About the author

Introduction

Part I STRATEGY

1 The big picture

2 The purchaser's view

3 The B2B relationship box

Part II USING THE RELATIONSHIP DEVELOPMENT BOX

4 Strategic relationships

5 Prospective relationships

6 Tactical relationships: the power of low touch

7 Cooperative relationships

8 The end of relationships

Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT

9 Reputation management

10 Working with marketing

11 Leadership

12 Process management

Bibliography

Index

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作者简介：Beth Rogers is one of the UK’s leading thinkers on the role of sales management. She is a Senior Lecturer at Portsmouth Business School(www.port.ac.uk/pbs), where she runs the MA in Sales Management – the world’s first course of its kind – and contributes to the MSc Business Development and Leadership and MA Marketing. She is also Research Director of the Institute of Sales and Marketing Management (www.issm.co.uk) and chairs the Sales Project Group of the UK Government’s Marketing and Sales Standards Setting Body (www.msssb.org). Previously she worked in IT marketing, and was a Visiting Fellow at Cranfield School of Management.

书籍介绍

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.