The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks),

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Características del artículo

Estado
En buen estado: Libro que se ha leído pero que está en buen estado. Daños mínimos en la tapa, ...
ISBN
9780199664610
Categoría

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Product Identifiers

Publisher
Oxford University Press, Incorporated
ISBN-10
0199664617
ISBN-13
9780199664610
eBay Product ID (ePID)
117172794

Product Key Features

Number of Pages
664 Pages
Language
English
Publication Name
Oxford Handbook of Strategic Sales and Sales Management
Publication Year
2013
Subject
Sales & Selling / Management, Marketing / General, General
Type
Textbook
Subject Area
Business & Economics
Author
Kenneth Le Meunier-Fitzhugh
Series
Oxford Handbooks Ser.
Format
Trade Paperback

Dimensions

Item Height
1.5 in
Item Weight
42.3 Oz
Item Length
6.8 in
Item Width
9.7 in

Additional Product Features

Intended Audience
Scholarly & Professional
Reviews
"A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... [and] a final thought: if anyone challenges you about what selling and sales management is about -- expecting the answer 'not much' -- just drop this tome in their lap." --Winning Edge
Dewey Edition
23
TitleLeading
The
Illustrated
Yes
Dewey Decimal
658.8
Table Of Content
1. Introduction: Overview of Strategic Sales and Sales ManagementPart I: Sales Strategy and Environment2. Strategic Sales Organizations3. Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager4. Achieving Sales Organization Effectiveness5. The Changing Sales Environment: Implications For Sales And Sales Management Research And PracticePart II: Sales Management6. Structuring the Sales Force for Customer and Company Success7. Sales Force Generated Marketing Intelligence8. Management Of A Contracted Sales Force (Manufacturer Representatives)9. Training and Rewards10. Addressing Job Stress in the Salesforce11. Sizing the Sales Force and Designing Sales Territories for ResultsPart III: Salesforce and the Customer12. Customer Selection to Acquire, Retain, and Grow13. Customer Relationship Management and the Sales Force14. On the Use of Organizational Climate in Sales Force Research15. Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being16. Sales TechnologyPart IV: The Organization and Sales17. Organizational Commitment to Sales18. The Strategic Role of the Selling Function: A Resource-based Framework19. Sales Force Agility, Strategic Thinking, and Value Propositions20. The Importance Of Effective Working Relationships Between Sales And Marketing21. Marketing: The Anchor for Sales
Synopsis
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function, and sales management are all discussed. The Handbook fills a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing., The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing., The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
LC Classification Number
HF5415.13

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