Special Issue: Strategic Sales and Strategic Marketing
Author | : Nikala Lane |
Publisher | : |
Total Pages | : 134 |
Release | : 2009 |
Genre | : |
ISBN | : |
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Author | : Nikala Lane |
Publisher | : |
Total Pages | : 134 |
Release | : 2009 |
Genre | : |
ISBN | : |
Author | : Nikala Lane |
Publisher | : Routledge |
Total Pages | : 147 |
Release | : 2013-10-18 |
Genre | : Business & Economics |
ISBN | : 1317982282 |
There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.
Author | : David W. Cravens |
Publisher | : OUP Oxford |
Total Pages | : 660 |
Release | : 2012-11-22 |
Genre | : Business & Economics |
ISBN | : 0191641758 |
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 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 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 organisation. 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 organisation. 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.
Author | : Barton Weitz |
Publisher | : |
Total Pages | : |
Release | : 1992 |
Genre | : |
ISBN | : |
Author | : Robert B. Miller |
Publisher | : Kogan Page Publishers |
Total Pages | : 324 |
Release | : 2004 |
Genre | : Business & Economics |
ISBN | : 9780749441302 |
By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
Author | : Frank Bradley |
Publisher | : John Wiley & Sons |
Total Pages | : 316 |
Release | : 2003-06-02 |
Genre | : Business & Economics |
ISBN | : |
Provides a short and concise look at the field. * Presents information that will have an international appeal.
Author | : |
Publisher | : |
Total Pages | : 67 |
Release | : 2014 |
Genre | : |
ISBN | : |
Author | : Nigel Piercy |
Publisher | : Routledge |
Total Pages | : 561 |
Release | : 2009 |
Genre | : Business & Economics |
ISBN | : 1856175049 |
With the use of case studies this book will help the reader go back to basics by confronting critical questions in the organisation of marketing and how the critical processes of marketing, planning and budgeting are managed.
Author | : Carol H. Anderson |
Publisher | : |
Total Pages | : 520 |
Release | : 2000 |
Genre | : Business & Economics |
ISBN | : |
This text offers comprehensive coverage of current marketing management concepts and issues such as globalization, information age economy, ethics, and the environment. Each chapter opens with a scenario that introduces students to the topic, a margin glossary throughout defines special terms, and end-of-chapter discussion questions and exercises test students' understanding of the material. The supplementary casebook, which may be used with any marketing text, provides timely, relevant studies of organizations in a wide range of industries.
Author | : Nripendra P. Rana |
Publisher | : Springer Nature |
Total Pages | : 337 |
Release | : 2019-11-11 |
Genre | : Business & Economics |
ISBN | : 3030243745 |
This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.