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| 作者简介：Beth Rogers is one of the UK’s leading thinkers on the role of sales management. She is a Senior Lecturer at Portsmouth Business School(www.port.ac.uk/pbs), where she runs the MA in Sales Management – the world’s first course of its kind – and contributes to the MSc Business Development and Leadership and MA Marketing. She is also Research Director of the Institute of Sales and Marketing Management (www.issm.co.uk) and chairs the Sales Project Group of the UK Government’s Marketing and Sales Standards Setting Body (www.msssb.org). Previously she worked in IT marketing, and was a Visiting Fellow at Cranfield School of Management. |
| 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 |
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