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Rethinking Sales Management: A Strategic Guide for Practitioners Hardcover – 29 Jun 2007


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Product details

  • Hardcover: 314 pages
  • Publisher: John Wiley & Sons; 1 edition (29 Jun 2007)
  • Language: English
  • ISBN-10: 0470513055
  • ISBN-13: 978-0470513057
  • Product Dimensions: 15.7 x 2.5 x 23.1 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Bestsellers Rank: 343,819 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Author

Hello readers!
These days people call me a leading thinker on sales management. I have the privilege of being able to create and consolidate knowledge and share it with others via teaching and writing. But I began my working life in a fish and chip shop, and have learnt quite a lot from experience. Besides selling in small and large companies, I have been a marketer, a consultant, a manager and Chair of the UK Sales Board. I have used all of that in the way I approach training, education, doing research and compiling case studies of best practice. The modern business world is so competitive we all need to keep up to date with all kinds of knowledge, as well as leveraging all the experience and intuition we have. I hope you find my books easy to read and informative. In particular, "Rethinking sales management" has received some very nice reviews. I know some of those readers, and knowing also that they have been able to apply the ideas and improve sales performance is one joy in my life. The others are Wycombe Wanderers winning a game (preferably when I am there to watch) and my dahlias, which grow much more reliably than my vegetables. And yes, I do still like fish and chips!

Product Description

Review

a serious, grown–up book on sales, full of relevant theory and practical examples of how sales can be more strategic and effective. ( The Marketer, September 2007)

"an excellent, concise and well–written guide, full of examples and references, based on the author s deep and sustained experience". (B2B Marketing Online, Friday 7th September 2007)

" helps sales teams become more successful by seeing the deal from the customer s view." (The Daily Telegraph, Tuesday 25th September 2007)

"Rogers uses copious box–outs and diagrams, and sources virtually all the latest evidence on business selling from around the world."  (Salesforce, January 2008)

"...Rogers uses copious box–outs and diagrams and, as befits an academic, sources virtually all the latest evidence" (Winning Edge, December 2008)



full of relevant theory and practical examples of how sales can be more strategic and effective. ( The Marketer, September 2007)

"an excellent, concise and well–written guide, full of examples and references, based on the author s deep and sustained experience". (B2B Marketing Online, Friday 7th September 2007)

" helps sales teams become more successful by seeing the deal from the customer s view." (The Daily Telegraph, Tuesday 25th September 2007)

"Rogers uses copious box–outs and diagrams, and sources...the latest evidence on business selling from around the world."  (Salesforce, January 2008)

"...offers a solid thinking and a clear–eyed approach that any account manager should benefit from...very useful addition" (Bernard Quancard, President and CEO, Strategic Account Management Association (SAMA))

"A strength of Rethinking Sales Management is that Rogers uses copious box–outs and diagrams" (Winning Edge, January 2009)

From the Publisher

This book is a new and innovative addition to our sales
collection. As with any innovation, we thought hard about taking it on,
and subjected it to rigorous independent review. We decided that it was an
exciting opportunity. Few authors in the world have the breadth of
experience of the sales management function as Beth Rogers, who has been
immersed in it as a practitioner, a consultant, a trainer, teacher,
researcher and writer; and held high office in both a professional
institution for sales and a public governing body for sales. Not only is
she respected in the sales profession, but purchasing professionals also
consult her. Her approach is unique. The content is informative,
interesting, thought-provoking and useful. It is enhanced with examples
from the research of many of the world's experts on sales, best practice
companies and organizations from around the world.

Inside This Book (Learn More)
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Customer Reviews

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Most Helpful Customer Reviews

4 of 4 people found the following review helpful By Mr. Pj Eales on 23 Aug 2007
Format: Hardcover
Beth Rogers has established a huge reputation amongst marketers and this book should ensure the business community and students more widely, begin benefit from her insights. As a marketing director myself and someone who started in sales, I have long been frustrated by the attitude towards sales as a profession. Read this book and you will see how Beth understands Sales as a profession in the 21st century. As Neil Rackham states, in the Foreword, one looks for diagrams, graphs and models for a quick test of the quality of the book: Beth has inserted a plethora of quotations, a mass of data and Mr Rackham's test is passed with flying colours.
Unlike sales books of the past, which tend to be quick fix, motivational texts: this is serious, considered and yet fascinating and very practical. Beth's students at Portsmouth Business School studying Masters Degrees in Sales will find it as invaluable as my clients and colleagues, to whom I will recommend it with no hesitation!
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3 of 3 people found the following review helpful By M. Buchan on 16 Jun 2009
Format: Hardcover Verified Purchase
Thanks are due to Beth Rogers for putting together a book which stands up both as a cover to cover read and as a reference in times of need. It is unusual in this subject area to find a book that treads the divide between academia and practicality so well, not falling into the 'airport bookshop' sales types of books that are as common as they often are shallow.

A great read and a massive help to my recent MBA studies...thanks!
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Format: Hardcover
Over the past few years, an important change has been taking place in sales, and Beth's book tells practitioners what to do about it. The change that I'm referring to is the `professionalisation' of sales; that is, a change from selling as a job, knocking on doors and collecting orders, to selling as a profession, where the sales person's role is to manage the overall relationship with a customer. This change, which started with key accounts (the most important customers of an organisation) is spreading into the wider sales arena, and it particularly affects sales managers.

Beth's book provides a really useful toolkit of frameworks, mini case studies, and practical `how to' advice. All of this is written in a clear, no-nonsense style. It even made me laugh out loud at several points, and that's not something you can often say about a management text!
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1 of 1 people found the following review helpful By Alejandro Llorens on 2 Dec 2009
Format: Hardcover
I was tired of reading Sales books and I was looking for a new approach in sales. Sales Management is a discipline that is underestimated. There are no MBAs, really few programs, and the only way to learn sales was doing it! and learning from your own mistakes. The book and the approach is a reality and the base for more research on the topic.

Beth has given a new approach to the discipline, the book is Sales Management oriented, and if this is what you are looking for, buy it.
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2 of 2 people found the following review helpful By J. J. Noad on 21 April 2009
Format: Hardcover
This is essential reading for any current or aspiring sales leader, Its insights are excellent for goods times and the interesting times we face in 2009. "
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1 of 1 people found the following review helpful By Cheryl Harding on 15 Mar 2011
Format: Hardcover
Beth Rogers has created a Sales Management Manual for all those trying to develop and grow a sales team.
Full of great, practical examples, and written in everyday language, this book is essential reading for anyone looking to create a solid foundation, and a scalable business.
On a personal note - it's great to see a text of this calibre coming from a British talent.Rethinking Sales Management: A Strategic Guide for Practitioners
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