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The Oxford handbook of strategic sales and sales management

Author: David W Cravens; Kenneth Le Meunier-FitzHugh; Nigel Piercy
Publisher: Oxford : Oxford University Press, 2011.
Series: Oxford handbooks.
Edition/Format:   eBook : Document : 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, professionals, and those taking professional qualifications in sales and marketing.
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Oxford handbook of strategic sales and sales management.
Oxford ; New York : Oxford University Press, 2011
(DLC) 2010933155
(OCoLC)656767534
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: David W Cravens; Kenneth Le Meunier-FitzHugh; Nigel Piercy
ISBN: 0191724882 9780191724886
OCLC Number: 729652610
Description: 1 online resource (1 online reosurce (xxi, 637 pages)) : illustrations.
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.
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Abstract:

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...

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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...

 
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