Foreword.
Acknowledgments
About the author.
Introduction.

Part I STRATEGY.

1 The big picture.
2 The purchaser's view.
3 The B2B relationship box.

Part II USING THE RELATIONSHIP DEVELOPMENT BOX.

4 Strategic relationships.
5 Prospective relationships.
6 Tactical relationships: the power of low touch.
7 Cooperative relationships.
8 The end of relationships.

Part III STRATEGIC FOCUS FOR THE 21ST CENTURY SALES MANAGEMENT.

9 Reputation management.
10 Working with marketing.
11 Leadership.
12 Process management.

Bibliography.
Index.