Achieving a strategic sales focus
Subtitle: contemporary issues and future challenges
By: Kenneth Le Meunier-FitzHugh, Tony Douglas ; foreword by Lord Bilimoria of Chelsea, CBE, DL
Contributors: Douglas, Tony, Dr., author
Edition: First edition.
Publisher: Oxford University Press
Published: 2016
Language: eng
Number of pages: 193
ISBN-13: 9780198706632; 9780198706649
Subjects: Sales management
Description: This publication 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.
Notes: Includes bibliographical references (pages 169-187) and index.
Table of contents: title: Exploring the positioning of the sales function. The changing sales environment; title: The sales function's position within the organization; title: Sales' relationship with the customer. Customer relationships and lifetime management; title: Service-dominant logic and its impact on the selling organization; title: Sales management. Managing the sales and marketing interface; title: Strategic leadership in sales; title: Developing high-performance sales teams; title: New forms of selling. Key account management and global selling; title: The impact of technology and social media for sales; title: Moving ahead : new directions for the sales organization.