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1. Introduction: Overview of Strategic Sales and Sales Management, David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy
Part I: Sales Strategy and Environment
2. Strategic Sales Organizations, Nigel F. Piercy and Nikala Lane
3. Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager, Karen Flaherty
4. Achieving Sales Organization Effectiveness, David W. Cravens
5. The Changing Sales Environment: Implications For Sales And Sales Management Research And Practice, Nick Lee
Part II: Sales Management
6. Structuring the Sales Force for Customer and Company Success, Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
7. Sales Force Generated Marketing Intelligence, Kenneth R. Evans and C. Fred Miao
8. Management Of A Contracted Sales Force (Manufacturer Representatives), Thomas E. DeCarlo
9. Training and Rewards, Mark W. Johnston
10. Addressing Job Stress in the Salesforce, Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.
11. Sizing the Sales Force and Designing Sales Territories for Results, Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
Part III: Salesforce and the Customer
12. Customer Selection to Acquire, Retain, and Grow, Andrea L. Dixon
13. Customer Relationship Management and the Sales Force, Thomas W Leigh
14. On the Use of Organizational Climate in Sales Force Research, Steven P. Brown, Manoshi Samaraweera, and William Zahn
15. Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being, Harish Sujan
16. Sales Technology, Gary K. Hunter
Part IV: The Organization and Sales
17. Organizational Commitment to Sales, Wesley J. Johnston and Linda D. Peters
18. The Strategic Role of the Selling Function: A Resource-based Framework, Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher
19. Sales Force Agility, Strategic Thinking, and Value Propositions, Larry B. Chonko and Eli Jones
20. The Importance Of Effective Working Relationships Between Sales And Marketing, Kenneth Le Meunier-FitzHugh and Graham R. Massey
21. Marketing: The Anchor for Sales, Noel Capon
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Add The Oxford Handbook of Strategic Sales and Sales Management, 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 bu, The Oxford Handbook of Strategic Sales and Sales Management to the inventory that you are selling on WonderClubX
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Add The Oxford Handbook of Strategic Sales and Sales Management, 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 bu, The Oxford Handbook of Strategic Sales and Sales Management to your collection on WonderClub |