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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 (Paperback)
Loot Price: R1,454
Discovery Miles 14 540
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The Oxford Handbook of Strategic Sales and Sales Management (Paperback)
Series: Oxford Handbooks
Expected to ship within 12 - 17 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 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.
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