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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.
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.
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.
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.
Über den Autor
Beth Rogers 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. She manages the primary postgraduate program for sales managers in Europe. Beth is also Research Director of the Institute of Sales and Marketing Management, and a Fellow of the Royal Society. She was elected Chair of the UK Government's National Sales Board in 2005, and was instrumental in the launch of National Occupation Standards for Sales in the UK.
Her practical experience in both sales and marketing in the information technology sector has been supplemented by 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, and with small businesses in the South and South-east of England, both in manufacturing and services.
Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of "Key account management - learning from supplier and customer perspectives". She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to "Winning Edge". 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.
Her practical experience in both sales and marketing in the information technology sector has been supplemented by 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, and with small businesses in the South and South-east of England, both in manufacturing and services.
Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of "Key account management - learning from supplier and customer perspectives". She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to "Winning Edge". 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.
Inhaltsverzeichnis
Contents.
Foreword.
Acknowledgments
About the author.
Introduction.
Part I STRATEGY.
1 The big picture.
2 The purchaser's view.
3 The B2B relationship box.
Part II USING THE RELATIONSHIP DEVELOPMENT BOX.
4 Strategic relationships.
5 Prospective relationships.
6 Tactical relationships: the power of low touch.
7 Cooperative relationships.
8 The end of relationships.
Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT.
9 Reputation management.
10 Working with marketing.
11 Leadership.
12 Process management.
Bibliography.
Index.
Foreword.
Acknowledgments
About the author.
Introduction.
Part I STRATEGY.
1 The big picture.
2 The purchaser's view.
3 The B2B relationship box.
Part II USING THE RELATIONSHIP DEVELOPMENT BOX.
4 Strategic relationships.
5 Prospective relationships.
6 Tactical relationships: the power of low touch.
7 Cooperative relationships.
8 The end of relationships.
Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT.
9 Reputation management.
10 Working with marketing.
11 Leadership.
12 Process management.
Bibliography.
Index.
Details
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 314 S. |
| ISBN-13: | 9780470513057 |
| ISBN-10: | 0470513055 |
| Sprache: | Englisch |
| Herstellernummer: | 14551305000 |
| Einband: | Gebunden |
| Autor: | Rogers, Beth |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 23 mm |
| Von/Mit: | Beth Rogers |
| Erscheinungsdatum: | 13.08.2007 |
| Gewicht: | 0,679 kg |
Über den Autor
Beth Rogers 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. She manages the primary postgraduate program for sales managers in Europe. Beth is also Research Director of the Institute of Sales and Marketing Management, and a Fellow of the Royal Society. She was elected Chair of the UK Government's National Sales Board in 2005, and was instrumental in the launch of National Occupation Standards for Sales in the UK.
Her practical experience in both sales and marketing in the information technology sector has been supplemented by 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, and with small businesses in the South and South-east of England, both in manufacturing and services.
Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of "Key account management - learning from supplier and customer perspectives". She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to "Winning Edge". 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.
Her practical experience in both sales and marketing in the information technology sector has been supplemented by 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, and with small businesses in the South and South-east of England, both in manufacturing and services.
Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of "Key account management - learning from supplier and customer perspectives". She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to "Winning Edge". 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.
Inhaltsverzeichnis
Contents.
Foreword.
Acknowledgments
About the author.
Introduction.
Part I STRATEGY.
1 The big picture.
2 The purchaser's view.
3 The B2B relationship box.
Part II USING THE RELATIONSHIP DEVELOPMENT BOX.
4 Strategic relationships.
5 Prospective relationships.
6 Tactical relationships: the power of low touch.
7 Cooperative relationships.
8 The end of relationships.
Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT.
9 Reputation management.
10 Working with marketing.
11 Leadership.
12 Process management.
Bibliography.
Index.
Foreword.
Acknowledgments
About the author.
Introduction.
Part I STRATEGY.
1 The big picture.
2 The purchaser's view.
3 The B2B relationship box.
Part II USING THE RELATIONSHIP DEVELOPMENT BOX.
4 Strategic relationships.
5 Prospective relationships.
6 Tactical relationships: the power of low touch.
7 Cooperative relationships.
8 The end of relationships.
Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT.
9 Reputation management.
10 Working with marketing.
11 Leadership.
12 Process management.
Bibliography.
Index.
Details
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 314 S. |
| ISBN-13: | 9780470513057 |
| ISBN-10: | 0470513055 |
| Sprache: | Englisch |
| Herstellernummer: | 14551305000 |
| Einband: | Gebunden |
| Autor: | Rogers, Beth |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 23 mm |
| Von/Mit: | Beth Rogers |
| Erscheinungsdatum: | 13.08.2007 |
| Gewicht: | 0,679 kg |
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