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Rethinking Sales Management


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Table of Contents

Acknowledgements This book draws on research and contributions from universities and institutions in over 20 countries including the American Productivity and Quality Center, the Caux Round Table, the Supply Chain Executive Board, AIDA Marketing e Formazione, United Professional Sales Association, Purchasing Management Association of Canada, the Association of the British Pharmaceutical Industry. 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

About the Author

Beth Rogers is regarded as a leading thinker on the topic of sales management, and is also sought out for her ability to provoke the thinking of others. She manages the primary postgraduate program for sales managers in Europe. Beth is also Research Director of the Institute of Sales and Marketing Management, and a Fellow of the Royal Society. She was elected Chair of the UK Government?s National Sales Board in 2005, and was instrumental in the launch of National Occupation Standards for Sales in the UK. Her practical experience in both sales and marketing in the information technology sector has been supplemented by consultancy in a variety of organizations, together with research and teaching. She has worked with major corporations in Europe, the US, SE Asia and Australia, and with small businesses in the South and South-east of England, both in manufacturing and services. Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of ?Key account management ? learning from supplier and customer perspectives?. She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to ?Winning Edge?. She has also provided comment for the Daily Telegraph and Sunday Times. Beth works with employers, her alumni, professional institutions and fellow experts to raise the profile of the sales profession.


"...full of relevant theory and practical examples of how sales can be more strategic and effective." (The Marketer, September 2007) "an excellent, concise and well-written guide, full of examples and references, based on the author's deep and sustained experience". (B2B Marketing Online, Friday 7th September 2007) "...helps sales teams become more successful by seeing the deal from the customer's view." (The Daily Telegraph, Tuesday 25th September 2007) "Rogers uses copious box-outs and diagrams, and sources...the latest evidence on business selling from around the world." (Salesforce, January 2008) "...offers a solid thinking and a clear-eyed approach that any account manager should benefit from...very useful addition" (Bernard Quancard, President and CEO, Strategic Account Management Association (SAMA)) "A strength of Rethinking Sales Management is that Rogers uses copious box-outs and diagrams" (Winning Edge, January 2009)

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