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 Bullying and Behavioural Conflict at Work by
Cover of the book 24 hours to save the NHS by
Cover of the book James Clerk Maxwell by
Cover of the book British Ethical Theorists from Sidgwick to Ewing by
Cover of the book Rebellions and Revolutions by
Cover of the book Fulke Greville and the Culture of the English Renaissance by
Cover of the book Critique and Utopia in Postcolonial Historical Fiction by
Cover of the book The Irish Supreme Court by
Cover of the book Care of the Mentally Disordered Offender in the Community by
Cover of the book Marine Geochemistry by
Cover of the book The Cosmos of Duty by
Cover of the book Attorney-Client Privilege in International Arbitration by
Cover of the book The Minority Body by
Cover of the book Mother Leakey and the Bishop by
Cover of the book Phaedrus 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