The Oxford handbook of strategic sales and sales management /
The Oxford handbook of strategic sales and sales management /
Handbook of strategic sales and sales management Strategic sales and sales management
edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy.
- xxi, 637 pages : illustrations ; 26 cm.
- Oxford handbooks .
- Oxford handbooks. .
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 ... [et al.] -- 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.
0199569452 9780199569458
2010933155
Sales management.
HF5415.13 / .O97 2011
658.8
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 ... [et al.] -- 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.
0199569452 9780199569458
2010933155
Sales management.
HF5415.13 / .O97 2011
658.8