Article

Overview of Strategic Sales and Sales Management

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

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI: http://dx.doi.org/10.1093/oxfordhb/9780199569458.003.0001

Series: Oxford Handbooks in Business and Management

Overview of Strategic Sales and Sales Management

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This book provides a snapshot of the current thinking on the strategic role of sales and sales management, and identifies some of the key challenges presented to senior managers. The importance of a sales organization continues to be critical in creating value, and profits for organizations. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales, and the growth in customer power now requires a strategic, not a tactical response. This book provides an unrivalled collection of articles by the leading academics in the field of sales and marketing management. Sales is experiencing a renaissance driven by a number of factors including building profitable relationships, creating/delivering value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship selling.

Keywords: sales; sales management; strategic customer management; marketing relationships; global selling

Article.  5578 words. 

Subjects: Business and Management ; Organizational Theory and Behaviour ; Marketing

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