Sales are the lifeblood of the business world and therefore an area
of fundamental importance for scholarly research. This concise book
analyses current thoughts and emerging practices in sales
management research. Organizations who are looking to increase
revenues and add new customers to their portfolio will find it
increasingly difficult to successfully do this without being aware
of and adopting the appropriate, adaptive sales processes. Emergent
themes such as agile sales management, digital selling, artificial
intelligence, and trust will be discussed in the book that also
embraces the importance of customer relationship management, and
how salespeople are aligning their interactions with the marketing
function. The text will review recent research to identify how to
grow and organise the sales pipeline, manage hybrid sales teams,
and the effects of new technologies on selling processes. These
discussions will be helpful in highlighting issues and providing
some solutions to practitioners who are operating in the new
environments. This book will be invaluable to sales researchers as
it summarises current knowledge about key sales and sales
management topics and indicates possible future research
directions.
General
| Imprint: |
Taylor & Francis
|
| Country of origin: |
United Kingdom |
| Series: |
State of the Art in Business Research |
| Release date: |
June 2023 |
| First published: |
2023 |
| Authors: |
Kenneth Le Meunier-FitzHugh
• Kieran Sheahan
|
| Dimensions: |
216 x 138mm (L x W) |
| Pages: |
120 |
| ISBN-13: |
978-1-03-200382-5 |
| Categories: |
Books
|
| LSN: |
1-03-200382-0 |
| Barcode: |
9781032003825 |
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