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    Achieving a strategic sales focus : contemporary issues and future challenges / Kenneth Le Meunier-FitzHugh, Tony Douglas ; foreword by Lord Bilimoria of Chelsea, CBE, DL.

    By: Le Meunier-FitzHugh, Kenneth [author.]Contributor(s): Douglas, Tony, Dr [author.]Material type: TextTextPublisher: Oxford, United Kingdom : Oxford University Press, 2016Edition: First editionDescription: xvii, 193 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780198706632; 0198706634; 9780198706649; 0198706642Subject(s): Sales management | Sales management | VertriebsorganisationDDC classification: 658.81 LOC classification: HF5438.4 | .L46 2016Other classification: QP 621
    Contents:
    Exploring the positioning of the sales function. The changing sales environment -- The sales function's position within the organization -- Sales' relationship with the customer. Customer relationships and lifetime management -- Service-dominant logic and its impact on the selling organization -- Sales management. Managing the sales and marketing interface -- Strategic leadership in sales -- Developing high-performance sales teams -- New forms of selling. Key account management and global selling -- The impact of technology and social media for sales -- Moving ahead : new directions for the sales organization.
    Summary: This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HF5438.4 .L46 2016 (Browse shelf (Opens below)) 1 Available STACKS 51952000346074
    Books Books Main Library
    		HF5438.4 .L46 2016 (Browse shelf (Opens below)) 1 Available STACKS 51952000346081

    Includes bibliographical references (pages 169-187) and index.

    This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

    Exploring the positioning of the sales function. The changing sales environment -- The sales function's position within the organization -- Sales' relationship with the customer. Customer relationships and lifetime management -- Service-dominant logic and its impact on the selling organization -- Sales management. Managing the sales and marketing interface -- Strategic leadership in sales -- Developing high-performance sales teams -- New forms of selling. Key account management and global selling -- The impact of technology and social media for sales -- Moving ahead : new directions for the sales organization.

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