Rethinking Sales Management: A Strategic Guide for Practitioners

This book draws on research and contributions from universities and institutions in over 20 countries including the American Productivity and Quality Center, the Caux Round Table, the Supply Chain Executive Board, AIDA Marketing e Formazione, United Professional Sales Association, Purchasing Management Association of Canada, the Association of the British Pharmaceutical Industry.

Foreword

From Neil Rackham, creator of SPIN Selling, lead author of “Rethinking the Salesforce” and Visiting Professor, Univeristy of Portsmouth Business School

Introduction

PART 1 - Strategy

Chapter 1 – The big picture

Chapter 2 – The purchaser’s view

Chapter 3 – The B2B relationship development box

PART 2 - Using the relationship development box

Chapter 4 – Strategic relationships

Chapter 5 – Prospective Relationships Chapter 6 – Tactical relationships: the power of low touch

Chapter 7 – Co-operative relationships

Chapter 8 – The end of relationships

PART 3 - Focus for 21^st century sales management

Chapter 9 - Reputation management

Chapter 10 - Working with marketing

Chapter 11 - Leadership

Chapter 12 - Process management