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