{"product_id":"9780470513057","title":"Rethinking Sales Management A Strategic Guide for Practitioners","description":"\u003ch1\u003eRethinking Sales Management\u003c\/h1\u003e\u003ch2\u003eA Strategic Guide for Practitioners\u003c\/h2\u003e\u003ch3\u003eBeth Rogers\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003eBusiness \u0026amp; Economics \/ Sales \u0026amp; Selling \/ General\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003eUntil 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.  \u003cp\u003eThis 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.\u003c\/p\u003e\n\u003c\/div\u003e\u003cdiv\u003e \u003cp\u003e\u003cb\u003eAbout the author\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBETH ROGERS\u003c\/b\u003e chairs the UK National Sales Board and was instrumental in the launch of National Occupation Standards for Sales. She 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. Her other roles include Research Director of the Institute of Sales and Marketing Management and Programme Manager for Sales Management at Portsmouth Business School.  \u003c\/p\u003e\n\u003cp\u003eHer extensive practical experience in both sales and marketing in the information technology sector has been supplemented by in-depth 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, but also with small businesses in the South and South-east of England, both in manufacturing and services.   \u003c\/p\u003e\n\u003cp\u003eBeth’s previous books include co-authorship of \u003ci\u003eKey Account Management: Learning from Supplier and Customer Perspectives\u003c\/i\u003e. She has written many articles over the past eighteen years for academic journals and trade publications. She has also provided comment for the Daily Telegraph and Sunday Times.  \u003c\/p\u003e\n\u003cp\u003eBeth works with employers, her alumni, professional institutions and fellow experts to raise the profile of the sales profession. \u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e20 August 2007\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9780470513057\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003eHardback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e320\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eWeight (oz): \u003c\/td\u003e\n\u003ctd\u003e21.06\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":44315219591308,"sku":"9780470513057","price":49.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9780470513057_ab257713-9d1a-474a-9cdf-286a0ed1cd14.jpg?v=1780100570","url":"https:\/\/lateknightbooks.com\/products\/9780470513057","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}