TY  - BOOK
AU  - Le Meunier-FitzHugh,Kenneth
AU  - Douglas,Tony
TI  - Achieving a strategic sales focus: contemporary issues and future challenges 
SN  - 9780198706632
AV  - HF5438.4 .L46 2016
U1  - 658.81 23
PY  - 2016///
CY  - Oxford, United Kingdom
PB  - Oxford University Press
KW  - Sales management
KW  - fast
KW  - Vertriebsorganisation
KW  - gnd
N1  - Includes bibliographical references (pages 169-187) and index; 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
N2  - 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
ER  -