販売管理再考 Rethinking Sales Management

Rogers, Beth

John Wiley & Sons Inc（2007/08発売）

• 製本 Hardcover:ハードカバー版／ページ数 289 p.
• 言語 ENG
• 商品コード 9780470513057
• DDC分類 658.81

Full Description

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 vii

Acknowledgments xiii

About the author xvii

Introduction xix

Part I Strategy 1

 1 The big picture 3

 2 The purchaser's view 27

 3 The B2B relationship box 51

Part II Using the Relationship Development Box 71

 4 Strategic relationships 73

 5 Prospective relationships 97

 6 Tactical relationships: the power of low touch 117

 7 Cooperative relationships 137

 8 The end of relationships 153

Part III Strategic Focus for 21st-Century Sales Management 173

 9 Reputation management 175

10 Working with marketing 197

11 Leadership 217

12 Process management 239

Bibliography 267

Index 281