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Achieving a Strategic Sales Focus - Contemporary Issues and Future Challenges (Paperback)
Loot Price: R1,552
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Achieving a Strategic Sales Focus - Contemporary Issues and Future Challenges (Paperback)
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The main aim of this book is to consider how the sales function
informs business strategy. Although there are a number of books
available that address how to manage the sales team tactically,
this text addresses how sales can help organizations to become more
customer oriented. Many organizations are facing escalating costs
and a growth in customer power, which makes it necessary to
allocate resources more strategically. The sales function can
provide critical customer and market knowledge to help inform both
innovation and marketing. Sales are responsible for building
customer knowledge, networking both internally and externally to
help create additional customer value, as well as the more
traditional role of managing customer relationships and selling.
The text considers how sales organizations are responding to
increasing competition, more demanding customers and a more complex
selling environment. We identify many of the challenges facing
organisations today and offers discussions of some of the possible
solutions. This book considers the changing nature of sales and how
activities can be aligned within the organization, as well as
marketing sensing, creating customer focus and the role of sales
leadership. The text will include illustrations (short case
studies) provided by a range of successful organizations operating
in a number of industries. Sales and senior management play an
important role in ensuring that the sales teams' activities are
aligned to business strategy and in creating an environment to
allow salespeople to be more successful in developing new business
opportunities and building long-term profitable business
relationships. One of the objectives of this book is to consider
how conventional thinking has changed in the last five years and
integrate it with examples from sales practice to provide a more
complete picture of the role of sales within the modern
organization.
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