Achieving a Strategic Sales Focus
Contemporary Issues and Future Challenges
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A termék adatai:
- Kiadó OUP Oxford
- Megjelenés dátuma 2016. június 16.
- ISBN 9780198706649
- Kötéstípus Puhakötés
- Terjedelem224 oldal
- Méret 233x155x12 mm
- Súly 334 g
- Nyelv angol 0
Kategóriák
Rövid leírás:
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.
TöbbHosszú leírás:
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.
Tartalomjegyzék:
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
