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rethinking sales management: a strategic guide for practitioners
Beth Rogers (Autor)
·
wiley
· Libro Físico
rethinking sales management: a strategic guide for practitioners - beth rogers
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Origen: Estados Unidos
(Costos de importación incluídos en el precio)
Se enviará desde nuestra bodega entre el
Jueves 27 de Junio y el
Jueves 11 de Julio.
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Reseña del libro "rethinking sales management: a strategic guide for practitioners"
this is a short, thought-provoking book written specifically for the busy sales manager. it is based on a well-known sales management technique called the customer portfolio matrix, which beth rogers has identified as the best tool for provoking original and objective thought, identifying resource allocation and implementing best practice. she weaves her own version of this model throughout the book to enable sales managers to see their strategy from the customers point of view. doing so will enable them to design new strategies that add value to a customers own activities, set realistic objectives, avoid wasting time on price-oriented customers and deploy resources where they are most productive. time is also given to the people side of sales management, with guidance on how to motivate account managers according to their customer type in a variety of geographical markets including europe, south east asia and the usa. after reading this book the sales manager, and those he/she coaches will recognize where value matters to the buyer and where it does not.
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