TY  - BOOK
AU  - Cravens,David W.
AU  - Le Meunier-FitzHugh,Kenneth
AU  - Piercy,Nigel
AU  - Cravens,David W.
AU  - Le Meunier-FitzHugh,Kenneth
AU  - Piercy,Nigel
TI  - The Oxford handbook of strategic sales and sales management
T2  - Oxford handbooks
SN  - 9780199569458 (hbk.) :
AV  - HF5415.13 
U1  - 658.8 CRA 22
PY  - 2011///
CY  - Oxford
PB  - Oxford University Press
KW  - Sales management
KW  - Marketing
KW  - Management
KW  - Business and Management
KW  - ukslc
KW  - Business strategy
KW  - thema
KW  - Sales & marketing
KW  - Organizational theory & behaviour
N1  - Includes bibliographical references and index; 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
N2  - '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
ER  -