skip to content
The Oxford handbook of strategic sales and sales management Preview this item
ClosePreview this item
Checking...

The Oxford handbook of strategic sales and sales management

Author: David W Cravens; Kenneth Le Meunier-FitzHugh; Nigel Piercy
Publisher: Oxford ; New York : Oxford University Press, 2011.
Series: Oxford handbooks.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

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,  Read more...

Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

 

Find a copy online

Links to this item

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: David W Cravens; Kenneth Le Meunier-FitzHugh; Nigel Piercy
ISBN: 9780199569458 0199569452 9780199664610 0199664617
OCLC Number: 656767534
Description: xxi, 637 pages : illustrations ; 26 cm.
Contents: Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy --
The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane --
Stragetic leadership in sales: understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty --
Achieving sales organization effectiveness / David W. Cravens --
The changing sales environment: implications for sales and sales management research and practice / Nick Lee --
Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer --
Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao --
Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo --
Training and rewards / Mark W. Johnston --
Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr. --
Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer --
Customer selection to acquire, retain, and grow / Andrea L. Dixon --
Customer relationship management and the sales force / Thomas W. Leigh --
The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn --
Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan --
Sales technology / Gary K. Hunter --
Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters --
The strategic role of the selling function: a resource-based framework / Thomas W. Leigh [and others] --
Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones --
The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey --
Marketing: the anchor for sales / Noel Capon.
Series Title: Oxford handbooks.
Other Titles: Strategic sales and sales management
Responsibility: edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy.
More information:

Reviews

Editorial reviews

Publisher Synopsis

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 Read more...

 
User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.
Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/656767534> # The Oxford handbook of strategic sales and sales management
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "656767534" ;
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/enk> ;
   library:placeOfPublication <http://dbpedia.org/resource/New_York_City> ; # New York
   library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/573598633#Place/oxford> ; # Oxford
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/marketing> ; # Marketing
   schema:about <http://id.loc.gov/authorities/subjects/sh85081339> ; # Marketing--Management
   schema:about <http://id.worldcat.org/fast/1010209> ; # Marketing--Management
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/marknadsforing> ; # Marknadsföring
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/verkauf> ; # Verkauf
   schema:about <http://dewey.info/class/658.8/e22/> ;
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/absatz> ; # Absatz
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/strategisches_management> ; # Strategisches Management
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/verkaufer> ; # Verkäufer
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/strategie> ; # Strategie
   schema:about <http://experiment.worldcat.org/entity/work/data/573598633#Topic/vertriebsorganisation> ; # Vertriebsorganisation
   schema:about <http://id.worldcat.org/fast/1103833> ; # Sales management
   schema:alternateName "Strategic sales and sales management" ;
   schema:bookFormat bgn:PrintBook ;
   schema:contributor <http://viaf.org/viaf/169891264> ; # Kenneth Le Meunier-FitzHugh
   schema:contributor <http://viaf.org/viaf/166766> ; # Nigel Piercy
   schema:contributor <http://viaf.org/viaf/20974765> ; # David W. Cravens
   schema:datePublished "2011" ;
   schema:description "Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy -- The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane -- Stragetic leadership in sales: understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty -- Achieving sales organization effectiveness / David W. Cravens -- The changing sales environment: implications for sales and sales management research and practice / Nick Lee -- Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao -- Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo -- Training and rewards / Mark W. Johnston -- Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr. -- Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Customer selection to acquire, retain, and grow / Andrea L. Dixon -- Customer relationship management and the sales force / Thomas W. Leigh -- The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn -- Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan -- Sales technology / Gary K. Hunter -- Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters -- The strategic role of the selling function: a resource-based framework / Thomas W. Leigh [and others] -- Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones -- The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey -- Marketing: the anchor for sales / Noel Capon."@en ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/573598633> ;
   schema:inLanguage "en" ;
   schema:isPartOf <http://experiment.worldcat.org/entity/work/data/573598633#Series/oxford_handbooks> ; # Oxford handbooks.
   schema:name "The Oxford handbook of strategic sales and sales management"@en ;
   schema:productID "656767534" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/656767534#PublicationEvent/oxford_new_york_oxford_university_press_2011> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/573598633#Agent/oxford_university_press> ; # Oxford University Press
   schema:url <http://catdir.loc.gov/catdir/toc/fy11pdf04/2010933155.html> ;
   schema:url <http://dx.doi.org/10.1093/oxfordhb/9780199569458.001.0001> ;
   schema:workExample <http://worldcat.org/isbn/9780199664610> ;
   schema:workExample <http://worldcat.org/isbn/9780199569458> ;
   umbel:isLike <http://bnb.data.bl.uk/id/resource/GBB097893> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/656767534> ;
    .


Related Entities

<http://dbpedia.org/resource/New_York_City> # New York
    a schema:Place ;
   schema:name "New York" ;
    .

<http://experiment.worldcat.org/entity/work/data/573598633#Agent/oxford_university_press> # Oxford University Press
    a bgn:Agent ;
   schema:name "Oxford University Press" ;
    .

<http://experiment.worldcat.org/entity/work/data/573598633#Series/oxford_handbooks> # Oxford handbooks.
    a bgn:PublicationSeries ;
   schema:hasPart <http://www.worldcat.org/oclc/656767534> ; # The Oxford handbook of strategic sales and sales management
   schema:name "Oxford handbooks." ;
   schema:name "Oxford handbooks" ;
    .

<http://experiment.worldcat.org/entity/work/data/573598633#Topic/strategisches_management> # Strategisches Management
    a schema:Intangible ;
   schema:name "Strategisches Management"@en ;
    .

<http://experiment.worldcat.org/entity/work/data/573598633#Topic/vertriebsorganisation> # Vertriebsorganisation
    a schema:Intangible ;
   schema:name "Vertriebsorganisation"@en ;
    .

<http://id.loc.gov/authorities/subjects/sh85081339> # Marketing--Management
    a schema:Intangible ;
   schema:name "Marketing--Management"@en ;
    .

<http://id.worldcat.org/fast/1010209> # Marketing--Management
    a schema:Intangible ;
   schema:name "Marketing--Management"@en ;
    .

<http://id.worldcat.org/fast/1103833> # Sales management
    a schema:Intangible ;
   schema:name "Sales management"@en ;
    .

<http://viaf.org/viaf/166766> # Nigel Piercy
    a schema:Person ;
   schema:familyName "Piercy" ;
   schema:givenName "Nigel" ;
   schema:name "Nigel Piercy" ;
    .

<http://viaf.org/viaf/169891264> # Kenneth Le Meunier-FitzHugh
    a schema:Person ;
   schema:familyName "Le Meunier-FitzHugh" ;
   schema:givenName "Kenneth" ;
   schema:name "Kenneth Le Meunier-FitzHugh" ;
    .

<http://viaf.org/viaf/20974765> # David W. Cravens
    a schema:Person ;
   schema:familyName "Cravens" ;
   schema:givenName "David W." ;
   schema:name "David W. Cravens" ;
    .

<http://worldcat.org/isbn/9780199569458>
    a schema:ProductModel ;
   schema:isbn "0199569452" ;
   schema:isbn "9780199569458" ;
    .

<http://worldcat.org/isbn/9780199664610>
    a schema:ProductModel ;
   schema:isbn "0199664617" ;
   schema:isbn "9780199664610" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.