Le Meunier-FitzHugh, Kenneth, <br/><br/>
Achieving a strategic sales focus :  contemporary issues and future challenges / 
Kenneth Le Meunier-FitzHugh, Tony Douglas ; foreword by Lord Bilimoria of Chelsea, CBE, DL. 
 - First edition. 
 - xvii, 193 pages :  illustrations ;  24 cm 
<br/><br/>Includes bibliographical references (pages 169-187) and index. 
<br/><br/>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. 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9780198706632 0198706634 9780198706649 0198706642 
<br/><br/><label>LCCN: </label>2015956026 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Sales management.<br/>Vertriebsorganisation
<br/><br/><label>LC Class. No.: </label>HF5438.4  / .L46 2016 
<br/><br/><label>Dewey Class. No.: </label>658.81