The Oxford Handbook of Strategic Sales and Sales Management

Paperback | November 15, 2012

EditorDavid W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy

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The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/deliveringbrand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources frommarketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function, and sales management are all discussed. The Handbook fills a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The secondconsiders sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook willprovide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

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The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/deliveringbrand value, strategic customer management, ...

David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the De...

other books by David W. Cravens

Format:PaperbackDimensions:664 pagesPublished:November 15, 2012Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0199664617

ISBN - 13:9780199664610

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Table of Contents

1. David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy: Introduction: Overview of Strategic Sales and Sales ManagementPart I: Sales Strategy and Environment2. Nigel F. Piercy and Nikala Lane: Strategic Sales Organizations3. Karen Flaherty: Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager4. David W. Cravens: Achieving Sales Organization Effectiveness5. Nick Lee: The Changing Sales Environment: Implications For Sales And Sales Management Research And PracticePart II: Sales Management6. Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Structuring the Sales Force for Customer and Company Success7. Kenneth R. Evans and C. Fred Miao: Sales Force Generated Marketing Intelligence8. Thomas E. DeCarlo: Management Of A Contracted Sales Force (Manufacturer Representatives)9. Mark W. Johnston: Training and Rewards10. Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.: Addressing Job Stress in the Salesforce11. Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Sizing the Sales Force and Designing Sales Territories for ResultsPart III: Salesforce and the Customer12. Andrea L. Dixon: Customer Selection to Acquire, Retain, and Grow13. Thomas W Leigh: Customer Relationship Management and the Sales Force14. Steven P. Brown, Manoshi Samaraweera, and William Zahn: On the Use of Organizational Climate in Sales Force Research15. Harish Sujan: Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being16. Gary K. Hunter: Sales TechnologyPart IV: The Organization and Sales17. Wesley J. Johnston and Linda D. Peters: Organizational Commitment to Sales18. Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher: The Strategic Role of the Selling Function: A Resource-based Framework19. Larry B. Chonko and Eli Jones: Sales Force Agility, Strategic Thinking, and Value Propositions20. Kenneth Le Meunier-FitzHugh and Graham R. Massey: The Importance Of Effective Working Relationships Between Sales And Marketing21. Noel Capon: Marketing: The Anchor for Sales