The Oxford handbook of strategic sales and sales management

Contributor(s):

Material type: Text

TextLanguage: English Publication details: Oxford University Press, 2011Description: xxi, 637 pages : illustrations ; 26 cmISBN:

9780199664610

Subject(s):

Contents:

Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane-- Strategic leadership in sales: understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty-- Achieving sales organization effectiveness / David W. Cravens-- The changing sales environment: implications for sales and sales management research and practice / Nick Lee-- Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer-- Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao-- Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo-- Training and rewards / Mark W. Johnston-- Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.-- Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer-- Customer selection to acquire, retain, and grow / Andrea L. Dixon-- Customer relationship management and the sales force / Thomas W. Leigh-- The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn-- Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan-- Sales technology / Gary K. Hunter-- Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters-- The strategic role of the selling function: a resource-based framework / Thomas W. Leigh [and others]-- Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones-- The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey-- Marketing: the anchor for sales / Noel Capon.--

Summary: The Oxford Handbook of Strategic Sales and Sales Management is an overview of the current academic research in the sales area. The authors are all 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 in this text, which 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.

Holdings ( 1 )
Title notes ( 2 )

Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Book	TBS Barcelona Libre acceso	HF5415.13 CRA (Browse shelf(Opens below))	Available		B04678

The Oxford Handbook of Strategic Sales and Sales Management is an overview of the current academic research in the sales area. The authors are all 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 in this text, which 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.