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Books > Business & Economics > Business & management > Management & management techniques > Organizational theory & behaviour
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The Oxford Handbook of Strategic Sales and Sales Management (Hardcover, New)
Loot Price: R4,427
Discovery Miles 44 270
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The Oxford Handbook of Strategic Sales and Sales Management (Hardcover, New)
Series: Oxford Handbooks
Expected to ship within 12 - 19 working days
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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.
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