Full Product Details
Author: Beth Rogers (Portsmouth University)
Publisher: John Wiley & Sons Inc
Imprint: John Wiley & Sons Inc
Dimensions:
Width: 15.70cm
, Height: 2.50cm
, Length: 23.10cm
Weight: 0.597kg
ISBN: 9780470513057
ISBN 10: 0470513055
Pages: 320
Publication Date: 29 June 2007
Audience:
Professional and scholarly
,
Professional & Vocational
Format: Hardback
Publisher's Status: Active
Availability: Out of stock
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.
Reviews
...full of relevant theory and practical examples of how sales can be more strategic and effective. (The Marketer, September 2007) an excellent, concise and well-written guide, full of examples and references, based on the author's deep and sustained experience . (B2B Marketing Online, Friday 7th September 2007) ...helps sales teams become more successful by seeing the deal from the customer's view. (The Daily Telegraph, Tuesday 25th September 2007) Rogers uses copious box-outs and diagrams, and sources...the latest evidence on business selling from around the world. (Salesforce, January 2008) ...offers a solid thinking and a clear-eyed approach that any account manager should benefit from...very useful addition (Bernard Quancard, President and CEO, Strategic Account Management Association (SAMA)) A strength of Rethinking Sales Management is that Rogers uses copious box-outs and diagrams (Winning Edge, January 2009)
...a serious, grown-up book on sales, full of relevant theory and practical examples of how sales can be more strategic and effective. (The Marketer, September 2007) an excellent, concise and well-written guide, full of examples and references, based on the author's deep and sustained experience . (B2B Marketing Online, Friday 7th September 2007) ...helps sales teams become more successful by seeing the deal from the customer's view. (The Daily Telegraph, Tuesday 25th September 2007) Rogers uses copious box-outs and diagrams, and sources virtually all the latest evidence on business selling from around the world. (Salesforce, January 2008) ...Rogers uses copious box-outs and diagrams and, as befits an academic, sources virtually all the latest evidence (Winning Edge, December 2008)
Author Information
About the author BETH ROGERS 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. Her 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. Beth’s previous books include co-authorship of Key Account Management: Learning from Supplier and Customer Perspectives. 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. Beth works with employers, her alumni, professional institutions and fellow experts to raise the profile of the sales profession.
