Introduction: everyone live by selling something
Strategy
The big picture
The purchaser's view
The B2B relationship box
Using the relationship development box
Strategic relationships
Prospective relationships
Tactical relationships: the power of low touch
Co-operative relationships
The end of relationships
Strategic focus for the 21st century sales management
Reputation management
Working with marketing
Leadership
Process management
Bibliography
Index.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
Rethinking sales management : a strategic guide for practioners by Beth Rogers. ISBN 9780470513057. Published by Wiley in 2007. Publication and catalogue information, links to buy online and reader comments.
