{"product_id":"rethinking-sales-management-beth-rogers-9780470513057","title":"Rethinking Sales Management: A Strategic Guide for Practitioners","description":"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. \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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Beth Rogers\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0470513055\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780470513057\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Wiley\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/13\/2007\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 320\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.31lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.11h x 6.34w x 0.94d","brand":"Beth Rogers","offers":[{"title":"Hardcover","offer_id":43919857549567,"sku":"9780470513057","price":55.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/products\/img_86796a32-2ef3-4279-acb2-ad4a1285006c.jpg?v=1680812289","url":"https:\/\/www.whiterainbookhouse.com\/products\/rethinking-sales-management-beth-rogers-9780470513057","provider":"WR Book House","version":"1.0","type":"link"}