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100%: Cravens, David W. (Editor), and Meunier-FitzHugh, Kenneth Le (Editor), and Piercy, Nigel F. (Editor): The Oxford Handbook of Strategic Sales Sales Management (Oxford Handbooks in Business Management) (ISBN: 9780199664610) 2013, in Englisch, Taschenbuch.Nur diese Ausgabe anzeigen…
46%: Sous la direction de: David W. Cravens, Sous la direction de: Kenneth Le Meunier-FitzHugh, Sous la direction de: Nigel F. Piercy: The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks in Business and Management) (ISBN: 9780199569458) 2011, Oxford University Press, Erstausgabe, in Englisch, Broschiert.Nur diese Ausgabe anzeigen…
The Oxford Handbook of Strategic Sales Sales Management (Oxford Handbooks in Business Management)
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Oxford Handbooks in Business and Management: The Oxford Handbook of Strategic Sales and Sales Management (2011)
EN NWISBN: 9780199569458 bzw. 0199569452, in Englisch, Oxford University Press, neu.
Lieferung aus: Deutschland, Versandkostenfrei.
Syndikat Buchdienst, [4235284].
KURZE BESCHREIBUNG/ANMERKUNGEN: The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. AUSFÜHRLICHERE BESCHREIBUNG: 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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating salesand selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales functionand sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customerand highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, andthose taking professional qualifications in sales and marketing. INHALT: From the contents: 1: David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy: Introduction: Overview of Strategic Sales and Sales Management Part I: Sales Strategy and Environment 2: Nigel F. Piercy and Nikala Lane: Strategic Sales Organizations 3: Karen Flaherty: Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager 4: David W. Cravens: Achieving Sales Organization Effectiveness 5: Nick Lee: The Changing Sales Environment: Implications For Sales And Sales Management Research And Practice Part II: Sales Management 6: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Structuring the Sales Force for Customer and Company Success 7: Kenneth R. Evans and C. Fred Miao: Sales Force Generated Marketing Intelligence 8: Thomas E. DeCarlo: Management Of A Contracted Sales Force (Manufacturer Representatives) 9: Mark W. Johnston: Training and Rewards 10: Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.: Addressing Job Stress In The Salesforce 11: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Sizing the Sales Force and Designing Sales Territories for Results Part III: Salesforce and the Customer 12: Andrea L. Dixon: Customer Selection to Acquire, Retain, and Grow 13: Thomas W Leigh: Customer Relationship Management and the Sales Force 14: Steven P. Brown, Manoshi Samaraweera, and William Zahn: On the Use of Organizational Climate in Sales Force Research 15: Harish Sujan: Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being 16: Gary K. Hunter: Sales Technology Part IV: The Organization and Sales 17: Wesley J. Johnston and Linda D. Peters: Organizational Commitment to Sales 18: Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher: The Strategic Role of the Selling Function: A Resource-based Framework 19: Larry B. Chonko and Eli Jones: Sales Force Agility, Strategic Thinking, and Value Propositions 20: Kenneth Le Meunier-FitzHugh and Graham R. Massey: The Importance Of Effective Working Relationships Between Sales And Marketing 21: Noel Capon: Marketing: The Anchor for Sales BIOGRAFIE Cravens, David W.: David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books. Buch, gebundene Ausgabe.
Syndikat Buchdienst, [4235284].
KURZE BESCHREIBUNG/ANMERKUNGEN: The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. AUSFÜHRLICHERE BESCHREIBUNG: 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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating salesand selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales functionand sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customerand highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, andthose taking professional qualifications in sales and marketing. INHALT: From the contents: 1: David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy: Introduction: Overview of Strategic Sales and Sales Management Part I: Sales Strategy and Environment 2: Nigel F. Piercy and Nikala Lane: Strategic Sales Organizations 3: Karen Flaherty: Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager 4: David W. Cravens: Achieving Sales Organization Effectiveness 5: Nick Lee: The Changing Sales Environment: Implications For Sales And Sales Management Research And Practice Part II: Sales Management 6: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Structuring the Sales Force for Customer and Company Success 7: Kenneth R. Evans and C. Fred Miao: Sales Force Generated Marketing Intelligence 8: Thomas E. DeCarlo: Management Of A Contracted Sales Force (Manufacturer Representatives) 9: Mark W. Johnston: Training and Rewards 10: Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.: Addressing Job Stress In The Salesforce 11: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Sizing the Sales Force and Designing Sales Territories for Results Part III: Salesforce and the Customer 12: Andrea L. Dixon: Customer Selection to Acquire, Retain, and Grow 13: Thomas W Leigh: Customer Relationship Management and the Sales Force 14: Steven P. Brown, Manoshi Samaraweera, and William Zahn: On the Use of Organizational Climate in Sales Force Research 15: Harish Sujan: Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being 16: Gary K. Hunter: Sales Technology Part IV: The Organization and Sales 17: Wesley J. Johnston and Linda D. Peters: Organizational Commitment to Sales 18: Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher: The Strategic Role of the Selling Function: A Resource-based Framework 19: Larry B. Chonko and Eli Jones: Sales Force Agility, Strategic Thinking, and Value Propositions 20: Kenneth Le Meunier-FitzHugh and Graham R. Massey: The Importance Of Effective Working Relationships Between Sales And Marketing 21: Noel Capon: Marketing: The Anchor for Sales BIOGRAFIE Cravens, David W.: David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books. Buch, gebundene Ausgabe.
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The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2013)
EN PB USISBN: 9780199664610 bzw. 0199664617, in Englisch, 664 Seiten, Oxford University Press, Taschenbuch, gebraucht.
Lieferung aus: Vereinigte Staaten von Amerika, Usually ships in 1-2 business days.
Von Händler/Antiquariat, rainynights08.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. , Paperback, Ausgabe: Reprint, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2013-01-06, Freigegeben: 2013-01-06, Studio: Oxford University Press, Verkaufsrang: 1201466.
Von Händler/Antiquariat, rainynights08.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. , Paperback, Ausgabe: Reprint, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2013-01-06, Freigegeben: 2013-01-06, Studio: Oxford University Press, Verkaufsrang: 1201466.
3
The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2011)
EN HC US FEISBN: 9780199569458 bzw. 0199569452, in Englisch, 624 Seiten, Oxford University Press, gebundenes Buch, gebraucht, Erstausgabe.
Lieferung aus: Vereinigte Staaten von Amerika, Usually ships in 1-2 business days.
Von Händler/Antiquariat, Any Book.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 3967768.
Von Händler/Antiquariat, Any Book.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 3967768.
4
The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2011)
EN HC NW FEISBN: 9780199569458 bzw. 0199569452, in Englisch, 624 Seiten, Oxford University Press, gebundenes Buch, neu, Erstausgabe.
Lieferung aus: Vereinigte Staaten von Amerika, Usually ships in 24 hours.
Von Händler/Antiquariat, Amazon.com.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 3967768.
Von Händler/Antiquariat, Amazon.com.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 3967768.
5
The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2011)
EN HC NW FEISBN: 9780199569458 bzw. 0199569452, in Englisch, 624 Seiten, Oxford University Press, gebundenes Buch, neu, Erstausgabe.
Lieferung aus: Vereinigte Staaten von Amerika, Usually ships in 1-2 business days.
Von Händler/Antiquariat, -Daily Deals-.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 316495.
Von Händler/Antiquariat, -Daily Deals-.
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 building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. Hardcover, Ausgabe: 1, Label: Oxford University Press, Oxford University Press, Produktgruppe: Book, Publiziert: 2011-03-22, Studio: Oxford University Press, Verkaufsrang: 316495.
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The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2011)
EN HC NWISBN: 9780199569458 bzw. 0199569452, in Englisch, Oxford University Press, gebundenes Buch, neu.
Von Händler/Antiquariat, Book Deals [60506629], Lewiston, NY, U.S.A.
Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
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The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks) (2013)
EN PBISBN: 9780199664610 bzw. 0199664617, in Englisch, Oxford University Press, Taschenbuch.
Von Händler/Antiquariat, Books Express [61727479], Portsmouth, NH, U.S.A.
Standard shipping.Ships with Tracking Number! May not contain Access Codes or Supplements. Buy with confidence, excellent customer service! d.
Standard shipping.Ships with Tracking Number! May not contain Access Codes or Supplements. Buy with confidence, excellent customer service! d.
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The Oxford Handbook of Strategic Sales and Sales Management
EN PB NWISBN: 9780199664610 bzw. 0199664617, in Englisch, Oxford University Press, Taschenbuch, neu.
Lieferung aus: Vereinigte Staaten von Amerika, Lagernd.
Die Beschreibung dieses Angebotes ist von geringer Qualität oder in einer Fremdsprache. Trotzdem anzeigen
Die Beschreibung dieses Angebotes ist von geringer Qualität oder in einer Fremdsprache. Trotzdem anzeigen
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Oxford Handbooks The Oxford Handbook of Strategic Sales and Sales Management 2013 Paperback (2013)
EN PB NWISBN: 9780199664610 bzw. 0199664617, in Englisch, Oxford University Press, Vereinigtes Königreich Großbritannien und Nordirland, Taschenbuch, neu.
Von Händler/Antiquariat, Castle Rock [54302400], Pittsford, NY, U.S.A.
Book Condition: Brand New.
Book Condition: Brand New.
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