The Oxford Handbook of Strategic Sales and Sales Management

The Oxford Handbook of Strategic Sales and Sales Management

by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy
     
 

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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 marketingSee more details below

Overview


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.

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Editorial Reviews

From the Publisher

"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

Product Details

ISBN-13:
9780199664610
Publisher:
Oxford University Press
Publication date:
01/06/2013
Edition description:
Reprint
Pages:
664
Product dimensions:
6.70(w) x 9.60(h) x 1.60(d)

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