Bink Special Features Includes contributions from leading international scholars of sales and management. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management Brown, Manoshi Samaraweera, and William Zahn: Zoltners, Prabhakant Sinha, and Sally E.
Chonko and Eli Jones: Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The Handbook is structured around four key topics.
Sales Strategy and Environment 2. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organisations.
The Organization and Sales The first section explores the strategic positioning of the sales function within the modern organisation. The Strategic Role of the Selling Function: The Handbook fills a gap in the existing literature through consolidating the current academic research in the sales area.
Yip and Audrey J. He is internationally recognized for his research on marketing strategy and sales management and has contributed over articles and 25 books. Transforming the Process of Going to Market, 4th ed. Before becoming an educator Dave held various industry and government management positions.
Suitable for academics, researchers, and advanced students in Marketing and Sales Management; Sales and Marketing professionals.
Johnston and Linda D. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment.
The positioning of sales within the organisation, the sales function and sales management are all discussed. The first section explores the strategic positioning of the sales function within the modern organization.Nigel F.
Piercy is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, ). Access to the complete content on Oxford Handbooks Online requires a subscription or purchase.
Strategic Marketing (10th Edition) by David Cravens, Nigel Piercy Book condition: New Book Description Brand New Softcover International Edition, Pages, Have same content as US Edition. Answer to Journal of Business Strategy Thinking strategically about pricing decisions Nigel F.
Piercy David W. Cravens Nikala Lane Article information: To cite. management (oxford handbooks) [david w cravens, kenneth le meunier fitzhugh, nigel f piercy] on amazoncom *free* shipping on qualifying offers the oxford handbook of strategic sales and sales management is an unrivalled overview by.
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