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The Oxford Handbook Of Strategic Sales And Sales Management
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Book Synopsis The Oxford Handbook of Strategic Sales and Sales Management by : David W. Cravens
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Achieving a Strategic Sales Focus by : Kenneth Le Meunier-FitzHugh
Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Strategic Sales and Sales Management by : David W. Cravens
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Strategy by : David Faulkner
Download or read book The Oxford Handbook of Strategy written by David Faulkner and published by Oxford University Press. This book was released on 2003-02-13 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Pricing Management by : Özalp Özer
Download or read book The Oxford Handbook of Pricing Management written by Özalp Özer and published by OUP Oxford. This book was released on 2012-06-07 with total page 976 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Management by : Adrian Wilkinson
Download or read book The Oxford Handbook of Management written by Adrian Wilkinson and published by Oxford University Press. This book was released on 2017 with total page 595 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Innovation Management by : Mark Dodgson
Download or read book The Oxford Handbook of Innovation Management written by Mark Dodgson and published by . This book was released on 2014 with total page 722 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Grand Strategy by : Thierry Balzacq
Download or read book The Oxford Handbook of Grand Strategy written by Thierry Balzacq and published by Oxford University Press. This book was released on 2021-09-13 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: A clearly articulated, well-defined, and relatively stable grand strategy is supposed to allow the ship of state to steer a steady course through the roiling seas of global politics. However, the obstacles to formulating and implementing grand strategy are, by all accounts, imposing. The Oxford Handbook of Grand Strategy addresses the conceptual and historical foundations, production, evolution, and future of grand strategy from a wide range of standpoints. The seven constituent sections present and critically examine the history of grand strategy, including beyond the West; six distinct theoretical approaches to the subject; the sources of grand strategy, ranging from geography and technology to domestic politics to individual psychology and culture; the instruments of grand strategy's implementation, from military to economic to covert action; political actors', including non-state actors', grand strategic choices; the debatable merits of grand strategy, relative to alternatives; and the future of grand strategy, in light of challenges ranging from political polarization to technological change to aging populations. The result is a field-defining, interdisciplinary, and comparative text that will be a key resource for years to come.
Book Synopsis The Oxford Handbook of Project Management by : Peter W. G. Morris
Download or read book The Oxford Handbook of Project Management written by Peter W. G. Morris and published by OUP Oxford. This book was released on 2012-07-19 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Project Management presents and discusses leading ideas in the management of projects. Positioning project management as a domain much broader and more strategic than simply 'execution management', this Handbook draws on the insights of over 40 scholars to chart the development of the subject over the last 50 years or more as an area of increasing practical and academic interest. It suggests we could be entering an emerging 'third wave' of analysis and interpretation following its early technical and operational beginnings and the subsequent shift to a focus on projects and their management. Topics dealt with include: the historical evolution of the subject; its theoretical base; professionalism; business and societal context; strategy; organization; governance; innovation; overruns; risk; information management; procurement; relationships and trust; knowledge management; practice and teams. This handbook is of particular relevance to those interested in the research issues underlying project management.
Book Synopsis Achieving a Strategic Sales Focus by : Kenneth Le Meunier-FitzHugh
Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016-09-05 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Human Resource Management by : Peter Boxall
Download or read book The Oxford Handbook of Human Resource Management written by Peter Boxall and published by Oxford University Press. This book was released on 2008-06-05 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: HRM is central to management teaching and research, and has emerged in the last decade as a significant field from its earlier roots in Personnel Management, Industrial Relations, and Industrial Psychology. People Management and High Performance teams have become key functions and goals for manager at all levels in organizations. The Oxford Handbook brings together leading scholars from around the world - and from a range of disciplines - to provide an authoritative account of current trends and developments. The Handbook is divided into four parts: * Foundations and Frameworks, * Core Processes and Functions, * Patterns and Dynamics, * Measurement and Outcomes. Overall it will provide an essential resource for anybody who wants to get to grips with current thinking, research, and development on HRM.
Book Synopsis The Oxford Handbook of Business and Government by : David Coen
Download or read book The Oxford Handbook of Business and Government written by David Coen and published by Oxford University Press. This book was released on 2010-02-25 with total page 804 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text provides an introduction to the ways in which five different disciplines have approached the study of business and government. It examines how business interacts with government in different parts of the world, including the United States, the EU, China, Japan and South America.
Book Synopsis The Oxford Handbook of International Business by : Alan M. Rugman
Download or read book The Oxford Handbook of International Business written by Alan M. Rugman and published by OUP Oxford. This book was released on 2010-08-26 with total page 880 pages. Available in PDF, EPUB and Kindle. Book excerpt: As globalization explodes, so has international business scholarship. This second edition of the Oxford Handbook of International Business synthesises all the relevant literature of the last 40 years in 28 original chapters by the world's most distinguished scholars. Reflecting the changes and development in the field since the first edition this new edition has a changed structure, all the chapters have been updated to take account of the latest scholarship, and five new chapters freshly written. The Handbook is divided into six major sections, providing comprehensive coverage of the following areas: · History and Theory of the Multinational Enterprise · The Political and Regulatory Environment · Strategy and International Management · Managing the MNE · Area Studies · Methodological Issues These state of the art literature reviews will be invaluable references for students in business schools, social sciences, law, and area studies.
Book Synopsis The Oxford Handbook of Business Groups by : Asli M. Colpan
Download or read book The Oxford Handbook of Business Groups written by Asli M. Colpan and published by Oxford University Press. This book was released on 2010-08-05 with total page 828 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Oxford Handbook of Management in Emerging Markets by : Dr. Robert Grosse
Download or read book The Oxford Handbook of Management in Emerging Markets written by Dr. Robert Grosse and published by Oxford University Press. This book was released on 2019-01-08 with total page 889 pages. Available in PDF, EPUB and Kindle. Book excerpt: For nearly two decades, emerging markets have been a primary source of growth in the world economy. They have become more international and compete more extensively with companies in developed countries. For these reasons, an understanding of managing businesses in emerging markets is a fundamental skill for competing in the twenty-first century. The Oxford Handbook of Management in Emerging Markets identifies key elements of the business systems and competition in emerging markets around the world, and then looks at competitive strategies of companies going into and coming out of these countries. While business is business, the handbook's focus is on how management differs depending on the different environmental characteristics in emerging markets, such as the role of the government, the potential weakness of infrastructure, and the skill and innovation bases available locally in emerging markets, among other elements. The volume is organized into five sections. The first section establishes conceptual perspectives for exploring the current business environment in emerging markets. The second section focuses on questions surrounding governance and markets. The third explores multinational enterprises (MNEs) in emerging economies, while the fourth section looks at local firms and emerging market MNEs. The fifth and final section looks at management in emerging markets within specific countries and regions around the world. This handbook is a vital resource for scholars, students, and managers looking to expand into emerging economies by providing comprehensive analyses of functional areas from human resources to finance to marketing, and on issues such as family businesses, state-owned enterprises, and the bottom of the pyramid.
Book Synopsis The Oxford Handbook of Public Management by : Ewan Ferlie
Download or read book The Oxford Handbook of Public Management written by Ewan Ferlie and published by Oxford University Press, USA. This book was released on 2007 with total page 805 pages. Available in PDF, EPUB and Kindle. Book excerpt: The public sector continues to play a strategic role across the world and in the last thirty years there have been major shifts in approaches to its management. This text identifies the trends in public management and the effects these have had, as well as providing a broad overview to each topic.
Book Synopsis The Oxford Handbook of Work and Organization by : Stephen Ackroyd
Download or read book The Oxford Handbook of Work and Organization written by Stephen Ackroyd and published by OUP Oxford. This book was released on 2006 with total page 678 pages. Available in PDF, EPUB and Kindle. Book excerpt: Aims to bring together, present, and discuss what is known about work and organizations and their connection to broader economic change in Europe and America. This volume contains a range of theoretically informed essays, which give comprehensive coverage of changes in work, occupations, and organizations.
