Rethinking Sales Management: A Strategic Guide for Practitioners

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John Wiley & Sons, Feb 15, 2011 - Business & Economics - 314 pages
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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I'm the author of this book and I thought I'd tell you some of the feedback I've had since it was published last year.
1. "Nice little book" - from a senior academic! Qualified as - gets
across the basics of strategic sales management in a very readable way.
2. "covers the dark side" - from a sales practitioner. Not many sales book will tell you much about adversarial relationships with customers and exit strategy - this one does.
3. "gave me insight into sales" - from an IT professional. Are you recruiting from non-sales professions into sales, or trying to get non-sales professionals to work with sales? This book might help.
The book has been adopted as a core text on a number of executive short courses.
I hope this additional information will help you decide about the book.


Title Page
About the author
The purchasers view
The 528 relationship development
Using the Relationship Development
Prospective relationships
the power of low touch
Cooperative relationships
The end of relationships
Strategic Focus for 21stCentuQr Sales Management
Working with marketing

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About the author (2011)

Beth Rogers is regarded as a leading thinker on the topic of sales management, and is also sought out for her ability to provoke the thinking of others. She manages the primary postgraduate program for sales managers in Europe. Beth is also Research Director of the Institute of Sales and Marketing Management, and a Fellow of the Royal Society. She was elected Chair of the UK Government’s National Sales Board in 2005, and was instrumental in the launch of National Occupation Standards for Sales in the UK.

Her practical experience in both sales and marketing in the information technology sector has been supplemented by consultancy in a variety of organizations, together with research and teaching. She has worked with major corporations in Europe, the US, SE Asia and Australia, and with small businesses in the South and South-east of England, both in manufacturing and services.

Beth is a popular author and speaker on sales management. Her previous books include co-authorship with Professor Malcolm McDonald of “Key account management – learning from supplier and customer perspectives”. She has written many articles on sales and marketing related topics over the past eighteen years, and is a regular contributor to “Winning Edge”. She has also provided comment for the Daily Telegraph and Sunday Times.

Beth works with employers, her alumni, professional institutions and fellow experts to raise the profile of the sales profession.

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