Table of Contents
Foreword vii
Acknowledgments xiii
About the author xvii
Introduction xix
Part I Strategy 1
1 The big picture 3
2 The purchaser’s view 27
3 The B2B relationship box 51
Part II Using the Relationship Development Box 71
4 Strategic relationships 73
5 Prospective relationships 97
6 Tactical relationships: the power of low touch 117
7 Cooperative relationships 137
8 The end of relationships 153
Part III Strategic Focus for 21st-Century Sales Management 173
9 Reputation management 175
10 Working with marketing 197
11 Leadership 217
12 Process management 239
Bibliography 267
Index 281