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. This 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.
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“…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)
“…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.
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)
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
By M. Buchan
Format:Hardcover
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!
A great read and a massive help to my recent MBA studies...thanks!
3 of 3 people found the following review helpful
By Mr. Pj Eales
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!
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!
2 of 2 people found the following review helpful
By J. J. Noad
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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Most Recent Customer Reviews
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Sales Management - essential reading
Beth Rogers has created a Sales Management Manual for all those trying to develop and grow a sales team. Read more
Published on 15 Mar 2011 by Cheryl Harding
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The only book in Sales MANAGEMENT
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. Read more
Published on 2 Dec 2009 by Alejandro Llorens
5.0 out of 5 stars
A must read for Sales Leaders & Managers
This is a great book for practising Sales Leaders and Managers who want to get the best from their sales force. Read more
Published on 25 Sep 2009 by Ms. G. Lack
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The Gospel on everything Sales Management
This book has been, and continues to be, my essential companion for all things sales management. The summaries, diagrams and clear guidance offers everything for both a front to... Read more
Published on 16 April 2009 by Glenda Edroff
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Re-Thinking Sales Management - Just Buy It ! Its Worth It
A very engaging informative and useful book for all sales management practitoners operating in the real world, wishing easily digestable and strongly acadmically founded summary... Read more
Published on 16 April 2009 by John Grant
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Brilliant ! Highly recommended
A great book full of extremely valid and relevant topics for today's sales manager/ director. It really is the BIBLE for up to date best practices in Sales Management. Read more
Published on 15 April 2009 by L. J. Benneworth
5.0 out of 5 stars
A review from the author of `Key Account Plans: the practitioners'...
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. Read more
Published on 27 Feb 2008 by Lynette J. Ryals
5.0 out of 5 stars
A review from someone not in Sales Management
I found the book very interesting and easy to read. I thought the real world examples very useful and sections targeted on IT particularly interesting. Read more
Published on 21 Jan 2008 by P. Adams
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