Achieving a Strategic Sales Focus
Contemporary Issues and Future Challenges
- Publisher's listprice GBP 41.49
-
19 821 Ft (18 877 Ft + 5% VAT)
The price is estimated because at the time of ordering we do not know what conversion rates will apply to HUF / product currency when the book arrives. In case HUF is weaker, the price increases slightly, in case HUF is stronger, the price goes lower slightly.
- Discount 10% (cc. 1 982 Ft off)
- Discounted price 17 839 Ft (16 989 Ft + 5% VAT)
Subcribe now and take benefit of a favourable price.
Subscribe
19 821 Ft
Availability
printed on demand
Why don't you give exact delivery time?
Delivery time is estimated on our previous experiences. We give estimations only, because we order from outside Hungary, and the delivery time mainly depends on how quickly the publisher supplies the book. Faster or slower deliveries both happen, but we do our best to supply as quickly as possible.
Product details:
- Publisher OUP Oxford
- Date of Publication 16 June 2016
- ISBN 9780198706649
- Binding Paperback
- No. of pages224 pages
- Size 233x155x12 mm
- Weight 334 g
- Language English 0
Categories
Short description:
The main aim of this book is to consider how the sales function informs business strategy. The book considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.
MoreLong description:
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.
Table of Contents:
Section 1: Exploring the Positioning of the Sales Function
The Changing Sales Environment
The Sales Function's Position within the Organisation
Section 2: Sales Relationship with the Customer
Customer Relationships and Lifetime Management
Service Dominant Logic and its Impact on the Selling Organisation
Section 3: Sales Management
Managing the Sales and Marketing Interface
Strategic Leadership in Sales
Developing High Performance Sales Teams
Section 4: New Forms of Selling
Key Account management and Global Selling
The Impact of Technology and Social media for Sales
Moving Ahead: New Directions for the Sales Organisation
