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The Oxford Handbook of Strategic Sales and Sales Management

Edited by David W. Cravens, Kenneth Le Meunier‐FitzHugh and Nigel F. Piercy

Volume 1, issue Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 |

Series: Oxford Handbooks in Business and Management

The Oxford Handbook of Strategic Sales and Sales Management

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The Oxford Handbook of Strategic Sales and Sales Management is an overview of the current academic research in the sales area. The authors are all 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 in this text, which 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.

Keywords: marketing; renaissance; profitable relationships; brand value; customer management; relationships; global selling; costs; organizations; results; resources; modern environment

Book.  664 pages. 

Subjects: business and management

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Table of Contents

Overview of Strategic Sales and Sales Managementin The Oxford Handbook of Strategic Sales and Sales Management

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The Evolution of the Strategic Sales Organizationin The Oxford Handbook of Strategic Sales and Sales Management

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Strategic Leadership in Salesin The Oxford Handbook of Strategic Sales and Sales Management

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Achieving Sales Organization Effectivenessin The Oxford Handbook of Strategic Sales and Sales Management

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The Changing Sales Environmentin The Oxford Handbook of Strategic Sales and Sales Management

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Structuring the Sales Force for Customer and Company Successin The Oxford Handbook of Strategic Sales and Sales Management

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Sales Force‐Generated Marketing Intelligencein The Oxford Handbook of Strategic Sales and Sales Management

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Management of a Contracted Sales Force (Manufacturer Representatives)in The Oxford Handbook of Strategic Sales and Sales Management

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Training and Rewardsin The Oxford Handbook of Strategic Sales and Sales Management

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Addressing Job Stress in the Sales Forcein The Oxford Handbook of Strategic Sales and Sales Management

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