The Oxford Handbook of Strategic Sales and Sales Management - Oxford Handbooks (Paperback)
  • The Oxford Handbook of Strategic Sales and Sales Management - Oxford Handbooks (Paperback)
zoom

The Oxford Handbook of Strategic Sales and Sales Management - Oxford Handbooks (Paperback)

(editor), (editor), (editor)
£37.99
Paperback 660 Pages
Published: 22/11/2012
Notify me when available

Stay one step ahead and let us notify you when this item is next available to order.

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.

Publisher: Oxford University Press
ISBN: 9780199664610
Number of pages: 660
Weight: 1068 g
Dimensions: 246 x 171 mm


MEDIA REVIEWS

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. - Winning Edge

You may also be interested in...

Growth Hacker Marketing
Added to basket
Building Strong Brands
Added to basket
The 22 Immutable Laws Of Marketing
Added to basket
Key Person of Influence
Added to basket
The Luxury Strategy
Added to basket
Raving Fans!
Added to basket
£9.99
Paperback
The Challenger Sale
Added to basket
Cashvertising
Added to basket
£14.99
Paperback
Confessions Of An Advertising Man
Added to basket
Hegarty on Creativity
Added to basket
Velocity
Added to basket
£16.99
Paperback
Contagious
Added to basket
£9.99
Paperback
Marketing For Dummies
Added to basket
Hooked
Added to basket
£12.99
Hardback

Please sign in to write a review

Your review has been submitted successfully.

env: aptum
branch: