The Oxford Handbook of Strategic Sales and Sales Management
Series: Oxford Handbooks;
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Product details:
- Publisher OUP Oxford
- Date of Publication 22 November 2012
- ISBN 9780199664610
- Binding Paperback
- No. of pages660 pages
- Size 246x171 mm
- Weight 1068 g
- Language English 0
Categories
Short description:
The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
MoreLong description:
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 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.
The Handbook fills 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 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. 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.
A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... and a final thought: if anyone challenges you about what selling and sales management is about - expecting the answer 'not much' - just drop this tome in their lap.
Table of Contents:
Introduction: Overview of Strategic Sales and Sales Management
Part I: Sales Strategy and Environment
Strategic Sales Organizations
Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager
Achieving Sales Organization Effectiveness
The Changing Sales Environment: Implications For Sales And Sales Management Research And Practice
Part II: Sales Management
Structuring the Sales Force for Customer and Company Success
Sales Force Generated Marketing Intelligence
Management Of A Contracted Sales Force (Manufacturer Representatives)
Training and Rewards
Addressing Job Stress in the Salesforce
Sizing the Sales Force and Designing Sales Territories for Results
Part III: Salesforce and the Customer
Customer Selection to Acquire, Retain, and Grow
Customer Relationship Management and the Sales Force
On the Use of Organizational Climate in Sales Force Research
Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being
Sales Technology
Part IV: The Organization and Sales
Organizational Commitment to Sales
The Strategic Role of the Selling Function: A Resource-based Framework
Sales Force Agility, Strategic Thinking, and Value Propositions
The Importance Of Effective Working Relationships Between Sales And Marketing
Marketing: The Anchor for Sales
