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The Oxford handbook of strategic sales and sales management / edited by David W. Cravens, Kenneth Le Meunier-FitzHugh and Nigel F. Piercy.

Contributor(s): Material type: TextTextSeries: Oxford handbooksPublication details: Oxford : Oxford University Press, 2011.Description: xxi, 637 p. : ill. ; 26 cmContent type:
Media type:
Carrier type:
ISBN:
  • 9780199569458 (hbk.) :
  • 0199664617
  • 9780199569458
  • 0199569452
  • 9780199664610
Other title:
  • Strategic sales and sales management
Subject(s): DDC classification:
  • 658.8 CRA 22
LOC classification:
  • HF5415.13
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.
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.
Holdings
Item type Current library Call number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.8 CRA (Browse shelf(Opens below)) Available 223870
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.8 CRA (Browse shelf(Opens below)) Available 223871

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.

'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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