The Oxford Handbook of Strategic Sales and Sales Management / Oxford Handbooks (ePub)
(Sprache: Englisch)
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...
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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.
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.
Autoren-Porträt
David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA fromIndiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles
and 25 books.
Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, The University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organisations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin
Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.
Nigel F Piercy Is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. Hw worked earlier of business and in his academic career has published articles in such journal of the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change:
Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic
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Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).
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Bibliographische Angaben
- 2012, Englisch
- Herausgegeben: David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy
- Verlag: Oxford University Press
- ISBN-10: 0191641758
- ISBN-13: 9780191641756
- Erscheinungsdatum: 22.11.2012
Abhängig von Bildschirmgröße und eingestellter Schriftgröße kann die Seitenzahl auf Ihrem Lesegerät variieren.
eBook Informationen
- Dateiformat: ePub
- Größe: 24 MB
- Mit Kopierschutz
Sprache:
Englisch
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