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Over the past quarter of a century, Selling and Sales Management
has proved itself to be the definitive text in this exciting and
fast-paced subject area. This new edition comes fully updated with
new case studies, using working businesses to connect sales theory
to the practical implications of selling in a modern environment.
It also contains the results from cutting-edge research that
differentiates it from most of its competitors. The book continues
to place emphasis on global aspects of selling and sales
management. Topics covered include technological applications of
selling and sales management, ethics of selling and sales
management, systems selling and a comprehensive coverage of key
account management. New to this edition New case studies and
practical exercises. Fully updated coverage of strategic selling
and partnering. Expanded coverage of ethical issues. Enhanced
discussion of the role of social media in selling. Expanded
coverage of the management of sales.
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.
Very Short Introductions: Brilliant, Sharp, Inspiring Marketing is
pivotal in today's world. Used for determining and satisfying the
needs of the customer, it stands at the interface between an
organisation and its environment. Marketing provides customer and
competitor information to the organisation, as well as creating
awareness of the company's offering. As globalization creates
increasing challenges to established marketing practices, marketing
efforts need to reposition and adapt continuously to maintain an
organisation's ability to reach potential customers. This Very
Short Introduction provides a general overview of the function and
importance of marketing to modern organisations. Kenneth Le
Meunier-FitzHugh discusses how marketing remains central to
creating competitive advantage, and why it needs to be forward
looking and constantly reinventing itself in line with new
developments in the marketplace, such as the growth of social
media, and the importance of ethics and responsible marketing. He
shows how this has led to the role of marketing expanding beyond
advertising and promotion, encompassing a broader sense of customer
relationship management. He also considers how marketers need to
remain able to manage the marketing mix in response to their
understanding of customer's purchasing habits. ABOUT THE SERIES:
The Very Short Introductions series from Oxford University Press
contains hundreds of titles in almost every subject area. These
pocket-sized books are the perfect way to get ahead in a new
subject quickly. Our expert authors combine facts, analysis,
perspective, new ideas, and enthusiasm to make interesting and
challenging topics highly readable.
This book demonstrates how corporate sales and marketing teams
should operate collaboratively in a 21st Century organization to
enhance performance in the marketplace. It discusses how and why
conflict and /or separation has grown between these two groups,
even though to the outside world they appear to be a single group.
The book considers how collaboration between sales and marketing
can impact positively on a company's competitive advantage, and
what the senior management role should be in creating and
facilitating the smooth running of their sales and marketing
functions. The book also discusses the resourcing of sales and
marketing, and how innovative processes can reduce conflict and
promote closeness, as well as a review of the role of
communication, formal and informal, in improving collaboration.
Finally, the book explores how sales and marketing can become more
competitive in the face of a dynamic and borderless market, and
where lead generation is less important than building long-term
relationships with customers. The book has an action-oriented
perspective throughout, providing the reader with checklists and
diagnostics as the basis for evaluating their own companies and
identifying directions for improvement. As the book develops its
theme, key points will be reinforced with company examples.
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.
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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