The Oxford handbook of strategic sales and sales management / 
 Strategic sales and sales management 
edited by David W. Cravens, Kenneth Le Meunier-FitzHugh and Nigel F. Piercy. 
 - Oxford :  Oxford University Press,  2011. 
 - xxi, 637 p. :  ill. ;  26 cm. 
 - Oxford handbooks .
 - Oxford handbooks. .
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/> '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. 
<br/><br/><label>ISBN: </label>9780199569458 (hbk.) :  £85.00 0199664617 9780199569458 0199569452 9780199664610 
<br/><br/><label>LCCN: </label>2010933155 
<br/><br/><label>Nat. Bib. No.: </label>GBB097893  bnb 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>015629148  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Marketing--Management<br/>Marketing--Management<br/>Sales management.<br/>Business and Management.<br/>Business strategy<br/>Sales & marketing<br/>Organizational theory & behaviour
<br/><br/><label>LC Class. No.: </label>HF5415.13 
<br/><br/><label>Dewey Class. No.: </label>658.8 CRA