The Oxford Handbook of Strategic Sales and Sales Management
Gebonden Engels 2011 1e druk 9780199569458Samenvatting
'The Oxford Handbook of Strategic Sales and Sales Management' is een uitgebreid overzicht voor aanstaande academici op het gebied van verkoop en marketingbeheer. Verkoop theorie beleeft door een aantal factoren een renaissance, waaronder het bouwen aan winstgevende relaties, maken en leveren van brand value, strategisch klantbeheer, verkoop en marketing relaties, wereldwijd verkopen en de verandering van transactie naar relatiemarketing.
Specificaties
Lezersrecensies
Inhoudsopgave
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
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan