Achieving A Strategic Sales Focus - Le Meunier-Fitzhugh Kenneth; Douglas Tony | Libro Oxford University Press 06/2016 - HOEPLI.it


home libri books ebook dvd e film top ten sconti 0 Carrello


Torna Indietro

le meunier-fitzhugh kenneth; douglas tony - achieving a strategic sales focus

Achieving a Strategic Sales Focus Contemporary Issues and Future Challenges

;




Disponibilità: Normalmente disponibile in 15 giorni
A causa di problematiche nell'approvvigionamento legate alla Brexit sono possibili ritardi nelle consegne.


PREZZO
45,98 €
NICEPRICE
43,68 €
SCONTO
5%



Questo prodotto usufruisce delle SPEDIZIONI GRATIS
selezionando l'opzione Corriere Veloce in fase di ordine.


Pagabile anche con 18App Bonus Cultura e Carta del Docente


Facebook Twitter Aggiungi commento


Spese Gratis

Dettagli

Genere:Libro
Lingua: Inglese
Pubblicazione: 06/2016





Note Editore

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.




Sommario

1 - The Changing Sales Environment
2 - The Sales Function's Position within the Organisation
3 - Customer Relationships and Lifetime Management
4 - Service Dominant Logic and its Impact on the Selling Organisation
5 - Managing the Sales and Marketing Interface
6 - Strategic Leadership in Sales
7 - Developing High Performance Sales Teams
8 - Key Account management and Global Selling
9 - The Impact of Technology and Social media for Sales
10 - Moving Ahead: New Directions for the Sales Organisation




Autore

Kenneth Le Meunier-FitzHugh is a Senior Lecturer in Marketing and he obtained is PhD from the Warwick Business School, University of Warwick in Marketing and Strategic Management. He is particularly interested in marketing strategy, sales strategy, and sales and marketing collaboration. He also has 20 years experience in sales and senior management. In 2008 he received the Marvin Jolson award for the best contribution to selling and sales management practice by the Journal of Personal Selling and Sales Management and has two best papers awards from the American Marketing Association. He co-edited The Oxford Handbook on Strategic Sales and Sales Management with Professor David Cravens and Professor Nigel Piercy. Tony Douglas is a lecturer, coach and mentor in sales & marketing, international strategy and business development. As Director Edinburgh Institute (SALES) & Senior Lecturer at Edinburgh Napier University, he delivers workshops to business executives/ international business students on selling, enterprise and strategy in the UK, Holland, Germany, Hong Kong, and Singapore. He is Chair, Institute of Sales and Marketing Management (Scotland). He is a Fellow of the Institute of Sales & Marketing Management, a Senior Teaching Fellow of the HEA, and UK representative of the Global Sales and Science Institute. He has held a number of senior positions within Tesco PLC, Boots the Chemist and Kinnerton Company Ltd.







i libri che interessano a chi ha i tuoi gusti





Altre Informazioni

ISBN:

9780198706649

Condizione: Nuovo
Dimensioni: 233 x 12.0 x 155 mm Ø 334 gr
Formato: Brossura
Pagine Arabe: 224






Utilizziamo i cookie di profilazione, anche di terze parti, per migliorare la navigazione, per fornire servizi e proporti pubblicità in linea con le tue preferenze. Se vuoi saperne di più o negare il consenso a tutti o ad alcuni cookie clicca qui. Chiudendo questo banner o proseguendo nella navigazione acconsenti all’uso dei cookie.

X