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The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks)

Editat de David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy
Notă GoodReads:
en Limba Engleză Paperback – 15 Nov 2012
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 fills 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.

Readership: Academics, researchers, and advanced students in Marketing and Sales Management; Sales and Marketing professionals
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Paperback (1) 24445 lei  Economic 24-29 zile
  Oxford University Press – 15 Nov 2012 24445 lei  Economic 24-29 zile
Hardback (1) 59457 lei  Economic 24-29 zile +40455 lei  11-19 zile
  Oxford University Press – 27 Jan 2011 59457 lei  Economic 24-29 zile +40455 lei  11-19 zile

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ISBN-13: 9780199664610
ISBN-10: 0199664617
Pagini: 664
Ilustrații: Illustrations
Dimensiuni: 173 x 244 x 41 mm
Greutate: 1.16 kg
Editura: Oxford University Press
Colecția OUP Oxford
Seria Oxford Handbooks

Locul publicării: Oxford, United Kingdom


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.

Notă biografică

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 articlesand 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 MarvinJolson 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 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).