Search results for ""Author Beth Rogers""

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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The Norse legends of Odin, Thor, Loki and all the gods of Asgard are well known, but less so are the historical origins of civilization in the very early days of Norway and wider Scandinavia which evolved this dramatic mythology. Archaeology furnishes us with fascinating evidence of the progress of the peoples and their way of life, until later the skaldic poets began to write down and celebrate the life and exploits of their rulers, establishing divine authority through legend and myth. The various tribes of the more southerly regions – from the Geats (Gautar or Goths) of Götaland and the Swedes (Suiones) to the Cimbri of Jutland – migrated and expanded north to evolve from tribal systems into fully fledged kingdoms. This fascinating book revives some classic historical works, with an insightful introduction explaining context and modern knowledge. Trace the ancient origins of the Norsemen and historical Norway, from the Stone Age, through the Bronze Age, Iron Age and Roman Iron Age to the famous Viking Age and its impact across Europe; discover the migrations, culture, kings, literature and sagas which combine to create modern identity, tracing ancestry back to the gods. This new book is the perfect companion to Norse Myths & Legends in the same series of beautiful Collector's Editions, and sits alongside the other great cultures of the early world. Flame Tree Collector's Editions present the foundations of speculative fiction: authors, myths, tales and history without which the imaginative literature of the twentieth century would not exist, bringing the best, most influential and most fascinating works into a striking and collectable library. Each book features a new Introduction and a Glossary of Terms or lists of Ancient Leaders.

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Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.

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