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Bücher Englische Bücher Wissen & Bildung Sozialwissenschaft, Recht, Wirtschaft Wirtschaft Werbung & Marketing Rethinking Sales Management
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Rethinking Sales Management
Beth Rogers (Gebundene Ausgabe, Englisch)
★★★★★
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Beschreibung
This book is unashamedly focused on sales management as strategic. Where would businesses be without the top line of the profit and loss account - SALES? Many business people say that strategic sales management is "the next big thing" that companies needs to address. Chief Executives have recognized that the sales managers' responsibility for handling the customer interface can be the most… important thing in generating company success. With inspired leadership and the right application of skills and systems, strategic relationship development can deliver competitive advantage.
No one can assume in business-to-business commercial relationships that supplier strategy drives customers to buy. Customers drive their own destiny. The "top line" competency for suppliers is to identify pathways for mutual gain. The greatest advocates for strategic sales management companies who are designing those pathways are their customers. Whether they long for low-touch, remote and transactional relationships with particular suppliers for particular goods and services, or whether they want joint venture with others, customers appreciate the suppliers who understand their needs and develop the capabilities to meet them.
"Boundary-spanning" - understanding the customer's point of view and reconciling it with the needs of the company for profitable growth - is a complex activity to manage. This book is here to facilitate the strategic thinking that sales managers have to apply in 21st century businesses to generate healthy "top line" growth. Dieses Produkt haben wir gerade leider nicht auf Lager.
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Technische Daten
Erscheinungsdatum
29.06.2007
Sprache
Englisch
EAN
9780470513057
Herausgeber
John Wiley & Sons
Sonderedition
Nein
Autor
Beth Rogers
Seitenanzahl
314
Einbandart
Gebundene Ausgabe
Einbandart Details
Fadenbindung
Buch Untertitel
A Strategic Guide for Practitioners
Hersteller: Wiley, Boschstrasse 12, Weinheim, Deutschland, 69469, product_safety@wiley.com, Wiley-VCH GmbH
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