Leseprobe
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Rethinking Sales Management
Beth Rogers
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Links auf reinlesen.de sind sogenannte Affiliate-Links. Wenn du auf so einen Affiliate-Link klickst und über diesen Link einkaufst, bekommt reinlesen.de von dem betreffenden Online-Shop oder Anbieter eine Provision. Für dich verändert sich der Preis nicht.
Sozialwissenschaften, Recht, Wirtschaft / Werbung, Marketing
Beschreibung
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.
Rezensionen
"...a serious, grown-up book on sales, full of relevant theory and practical examples of how sales can be more strategic and effective."
"an excellent, concise and well-written guide, full of examples and references, based on the author's deep and sustained experience"
"...helps sales teams become more successful by seeing the deal from the customer's view."
"Rogers uses copious box-outs and diagrams, and sources virtually all the latest evidence on business selling from around the world."
"...Rogers uses copious box-outs and diagrams and, as befits an academic, sources virtually all the latest evidence"
Kundenbewertungen
Verkauf, Wirtschaft u. Management, Verkaufsleitung, Business & Management, Sales Management