Rethinking Sales Management: A strategic guide for practitioners / Edition 1

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $3.99
Usually ships in 1-2 business days
(Save 92%)
Other sellers (Hardcover)
  • All (19) from $3.99   
  • New (6) from $24.02   
  • Used (13) from $3.99   


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.

Read More Show Less

Editorial Reviews

From the Publisher
“…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)

Read More Show Less

Product Details

  • ISBN-13: 9780470513057
  • Publisher: Wiley
  • Publication date: 8/24/2007
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 314
  • Product dimensions: 6.10 (w) x 9.00 (h) x 1.00 (d)

Meet the Author

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.

Read More Show Less

Table of Contents


This book draws on research and contributions from universities and institutions in over 20 countries including the American Productivity and Quality Center, the Caux Round Table, the Supply Chain Executive Board, AIDA Marketing e Formazione, United Professional Sales Association, Purchasing Management Association of Canada, the Association of the British Pharmaceutical Industry.


From Neil Rackham, creator of SPIN Selling, lead author of “Rethinking the Salesforce” and Visiting Professor, Univeristy of Portsmouth Business School


PART 1 - Strategy

Chapter 1 – The big picture

Chapter 2 – The purchaser’s view

Chapter 3 – The B2B relationship development box

PART 2 - Using the relationship development box

Chapter 4 – Strategic relationships

Chapter 5 – Prospective RelationshipsChapter 6 – Tactical relationships: the power of low touch

Chapter 7 – Co-operative relationships

Chapter 8 – The end of relationships

PART 3 - Focus for 21st century sales management

Chapter 9 - Reputation management

Chapter 10 - Working with marketing

Chapter 11 - Leadership

Chapter 12 - Process management 

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)