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Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges by Tony Douglas, Kenneth Le Meunier-FitzHugh (Paperback, 2016)

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Product Information

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.

Product Identifiers

Publisher
Oxford University Press
ISBN-13
9780198706649
eBay Product ID (ePID)
222846911

Product Key Features

Author
Tony Douglas, Kenneth Le Meunier-Fitzhugh
Publication Name
Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges
Format
Paperback
Language
English
Subject
Management, Marketing, Business
Publication Year
2016
Type
Textbook
Number of Pages
224 Pages

Dimensions

Item Height
233mm
Item Width
155mm
Item Weight
334g

Additional Product Features

Title_Author
Tony Douglas, Kenneth Le Meunier-Fitzhugh
Country/Region of Manufacture
United Kingdom

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Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges by Tony Douglas, Kenneth Le Meunier-FitzHugh (Paperback, 2016)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

Best Selling in Adult Learning & University

Maps of Meaning: The Architecture of Belief by Jordan B. Peterson (1999, Paperback)

Eduqas GCSE (9-1) Religious Studies Route B: Catholic Christianity and Judaism by Deirdre Cleary, Andrew Barron, Joy White, Patrick Harrison (Paperback, 2017)

Silent Spring by Rachel Carson (Paperback, 2000)

Time Management by Peter Quarry (Paperback, 1986)

The Ethnic Cleansing of Palestine by Ilan Pappe (Paperback, 2007)

Save on Adult Learning & University

The Australian Native Bee Hive Book: Keeping Stingless Sugarbag OATH Tim Heard

Weed Forager's Handbook: A Guide to Edible and Medicinal Weeds in Australia by A

Netter Atlas of Human Anatomy: Classic Regional Approach

George Hrabovsky Leonard Susskind Classical Mechanics (Paperback)

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