The Oxford Handbook of Strategic Sales and Sales Management

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book The Oxford Handbook of Strategic Sales and Sales Management by , OUP Oxford
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: ISBN: 9780191641756
Publisher: OUP Oxford Publication: November 22, 2012
Imprint: OUP Oxford Language: English
Author:
ISBN: 9780191641756
Publisher: OUP Oxford
Publication: November 22, 2012
Imprint: OUP Oxford
Language: English

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 organisations 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 organisation, 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 organisation. 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 organisation. 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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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 organisations 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 organisation, 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 organisation. 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 organisation. 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.

More books from OUP Oxford

Cover of the book Semantics, Metasemantics, Aboutness by
Cover of the book Our Knowledge of the Internal World by
Cover of the book Language and the Structure of Berkeley's World by
Cover of the book Unbelievable Errors by
Cover of the book Muhammad: A Very Short Introduction by
Cover of the book Islamic Law and International Human Rights Law by
Cover of the book The New Oxford Handbook of Economic Geography by
Cover of the book A Dictionary of English Folklore by
Cover of the book The Smile Revolution by
Cover of the book Russell: A Very Short Introduction by
Cover of the book Blackstone's Handbook of Cyber Crime Investigation by
Cover of the book One Illness Away by
Cover of the book Concern, Respect, and Cooperation by
Cover of the book The Computer: A Very Short Introduction by
Cover of the book The Design of Competition Law Institutions by
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy