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

Contributor(s): Material type: TextTextSeries: Oxford handbooksPublisher: Oxford ; New York : Oxford University Press, 2011Description: xxi, 637 pages : illustrations ; 26 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0199569452
  • 9780199569458
Other title:
  • Handbook of strategic sales and sales management
  • Strategic sales and sales management [Parallel title]
Subject(s): DDC classification:
  • 658.8 22
LOC classification:
  • HF5415.13 .O97 2011
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 ... [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.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.8 OXF (Browse shelf(Opens below)) 1 Available A500606B
Book South Campus South Campus Main Collection 658.8 OXF (Browse shelf(Opens below)) 1 Available A500610B

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.

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