The Oxford Handbook Of Strategic Sales And Sales Management
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The Oxford Handbook Of Strategic Sales And Sales Management
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Author : David W. Cravens
language : en
Publisher: OUP Oxford
Release Date : 2012-11-22
The Oxford Handbook Of Strategic Sales And Sales Management written by David W. Cravens and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-22 with Business & Economics categories.
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.
The Oxford Handbook Of Strategic Sales And Sales Management
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Author : David W. Cravens
language : en
Publisher: OUP Oxford
Release Date : 2012-11-22
The Oxford Handbook Of Strategic Sales And Sales Management written by David W. Cravens and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-22 with Business & Economics categories.
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.
Marketing A Very Short Introduction
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Author : Kenneth Le Meunier-FitzHugh
language : en
Publisher: Oxford University Press, USA
Release Date : 2021-02-25
Marketing A Very Short Introduction written by Kenneth Le Meunier-FitzHugh and has been published by Oxford University Press, USA this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-02-25 with Business & Economics categories.
This book outlines the nature of contemporary marketing, considering how marketers function as an interface between customers and organisations. As globalisation creates increasing challenges to established marketing practices it shows how marketing efforts need to adapt continuously to allow an organisation to reach its intended market.
The Oxford Handbook Of Pricing Management
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Author : Özalp Özer
language : en
Publisher: OUP Oxford
Release Date : 2012-06-07
The Oxford Handbook Of Pricing Management written by Özalp Özer and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-07 with Business & Economics categories.
The Oxford Handbook of Pricing Management is a comprehensive guide to the theory and practice of pricing across industries, environments, and methodologies. The Handbook illustrates the wide variety of pricing approaches that are used in different industries. It also covers the diverse range of methodologies that are needed to support pricing decisions across these different industries. It includes more than 30 chapters written by pricing leaders from industry, consulting, and academia. It explains how pricing is actually performed in a range of industries, from airlines and internet advertising to electric power and health care. The volume covers the fundamental principles of pricing, such as price theory in economics, models of consumer demand, game theory, and behavioural issues in pricing, as well as specific pricing tactics such as customized pricing, nonlinear pricing, dynamic pricing, sales promotions, markdown management, revenue management, and auction pricing. In addition, there are articles on the key issues involved in structuring and managing a pricing organization, setting a global pricing strategy, and pricing in business-to-business settings.
Achieving A Strategic Sales Focus
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Author : Kenneth Le Meunier-FitzHugh
language : en
Publisher: Oxford University Press
Release Date : 2016
Achieving A Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business & Economics categories.
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.
The Oxford Handbook Of Management
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Author : Adrian Wilkinson
language : en
Publisher: Oxford University Press
Release Date : 2017
The Oxford Handbook Of Management written by Adrian Wilkinson and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with Business & Economics categories.
This handbook analyses and explores the evolution of management; the core functions and how they may have changed; its position in the culture of modern society; the institutions and ideologies that support it; and likely challenges and changes in the future.
The Oxford Handbook Of Strategy
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Author : David Faulkner
language : en
Publisher: Oxford University Press
Release Date : 2003-02-13
The Oxford Handbook Of Strategy written by David Faulkner and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-02-13 with Business & Economics categories.
This two-volume handbook presents an authoritative and up-to-date analysis of how thinking on strategy has evolved and what are the likely developments in the near future. All the contributors are experts in their area, and bring to the topic an understanding informed by many years' experience of research, teaching, and practice. Volume One focuses on two major areas: first, the various different approaches to strategy, and secondly, the development of competitive or business unit strategy, where the pursuit of sustainable competitive advantage is the key objective.
The Oxford Handbook Of Business Groups
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Author : Asli M. Colpan
language : en
Publisher: Oxford University Press
Release Date : 2010-08-05
The Oxford Handbook Of Business Groups written by Asli M. Colpan and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-05 with Business & Economics categories.
This handbook provides a comprehensive analysis of business groups around the world. It focuses on the adaptive and competitive capabilities of business groups and their evolutionary dynamics, as well as considering the historical and theoretical contexts of business groups.
The Oxford Handbook Of Innovation Management
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Author : Mark Dodgson
language : en
Publisher:
Release Date : 2014
The Oxford Handbook Of Innovation Management written by Mark Dodgson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Business & Economics categories.
While innovation is widely recognised as being critical to organisational success and the well-being of societies, it requires careful management to ensure that innovation processes have the best possible impact. This volume provides a wide range of perspectives on the nature of innovation management and its influences.
The Oxford Handbook Of Business And Government
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Author : David Coen
language : en
Publisher: OUP Oxford
Release Date : 2010-02-25
The Oxford Handbook Of Business And Government written by David Coen and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-02-25 with Political Science categories.
Business is one of the major power centres in modern society. The state seeks to check and channel that power so as to serve broader public policy objectives. However, if the way in which business is governed is ineffective or over burdensome, it may become more difficult to achieve desired goals such as economic growth or higher levels of employment. In a period of international economic crisis, the study of how business and government relate to each other in different countries is of more central importance than ever. These relationships have been studied from a number of different disciplinary perspectives - business studies, economics, economic history, law, and political science - and all of these are represented in this handbook. The first part of the book provides an introduction to the ways in which five different disciplines have approached the study of business and government. The second section, on the firm and the state, looks at how these entities interact in different settings, emphasising such phenomena as the global firm and varieties of capitalism. The third section examines how business interacts with government in different parts of the world, including the United States, the EU, China, Japan and South America. The fourth section reviews changing patterns of market governance through a unifying theme of the role of regulation. Business-government relations can play out in divergent ways in different policy and the fifth section examines the contrasts between different key arenas such as competition policy, trade policy, training policy and environmental policy. The volume provides an authoritative overview with chapters by leading authorities on the current state of knowledge of business-government relations, but also points to ways in which this work might be developed in the future, e.g., through a political theory of the firm.