The Oxford Handbook Of Strategic Sales And Sales Management

Author : David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
Publisher : OUP Oxford
Page : 664 pages
File Size : 44,8 Mb
Release : 2012-11-22
Category : Business & Economics
ISBN : 9780191641749

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The Oxford Handbook of Strategic Sales and Sales Management by David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy Pdf

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 : Özalp Özer,Robert Phillips
Publisher : OUP Oxford
Page : 976 pages
File Size : 49,5 Mb
Release : 2012-06-07
Category : Business & Economics
ISBN : 9780191634260

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The Oxford Handbook of Pricing Management by Özalp Özer,Robert Phillips Pdf

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.

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 55,9 Mb
Release : 2016
Category : Business & Economics
ISBN : 9780198706632

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

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.

Author : Mark Dodgson,David M. Gann,Nelson Phillips
Publisher : Unknown
Page : 722 pages
File Size : 51,9 Mb
Release : 2014
Category : Business & Economics
ISBN : 9780199694945

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The Oxford Handbook of Innovation Management by Mark Dodgson,David M. Gann,Nelson Phillips Pdf

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.

Author : David Faulkner,Andrew Campbell
Publisher : Oxford University Press
Page : 548 pages
File Size : 44,5 Mb
Release : 2003-02-13
Category : Business & Economics
ISBN : 0198782551

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The Oxford Handbook of Strategy by David Faulkner,Andrew Campbell Pdf

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.

Author : Adrian Wilkinson,Steven J. Armstrong,Michael Lounsbury
Publisher : Oxford University Press
Page : 595 pages
File Size : 42,8 Mb
Release : 2017
Category : Business & Economics
ISBN : 9780198708612

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The Oxford Handbook of Management by Adrian Wilkinson,Steven J. Armstrong,Michael Lounsbury Pdf

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.

Author : David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
Publisher : OUP Oxford
Page : 660 pages
File Size : 49,7 Mb
Release : 2012-11-22
Category : Business & Economics
ISBN : 9780191641756

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The Oxford Handbook of Strategic Sales and Sales Management by David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy Pdf

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 : Thierry Balzacq,Ronald R. Krebs
Publisher : Oxford University Press
Page : 801 pages
File Size : 45,7 Mb
Release : 2021-09-13
Category : Political Science
ISBN : 9780192576620

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The Oxford Handbook of Grand Strategy by Thierry Balzacq,Ronald R. Krebs Pdf

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.

Author : Asli M. Colpan,Takashi Hikino,James R. Lincoln
Publisher : Oxford University Press
Page : 828 pages
File Size : 44,7 Mb
Release : 2010-08-05
Category : Business & Economics
ISBN : 9780199552863

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The Oxford Handbook of Business Groups by Asli M. Colpan,Takashi Hikino,James R. Lincoln Pdf

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.

Author : Peter W. G. Morris,Jeffrey K. Pinto,Jonas Söderlund
Publisher : OUP Oxford
Page : 576 pages
File Size : 50,5 Mb
Release : 2012-07-19
Category : Business & Economics
ISBN : 9780191629389

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The Oxford Handbook of Project Management by Peter W. G. Morris,Jeffrey K. Pinto,Jonas Söderlund Pdf

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.

Author : Alan M. Rugman
Publisher : OUP Oxford
Page : 880 pages
File Size : 48,5 Mb
Release : 2010-08-26
Category : Business & Economics
ISBN : 9780191615665

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The Oxford Handbook of International Business by Alan M. Rugman Pdf

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.

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 51,9 Mb
Release : 2016-09-05
Category : Business & Economics
ISBN : 9780191016745

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

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.

Author : Stephen Ackroyd
Publisher : OUP Oxford
Page : 678 pages
File Size : 50,7 Mb
Release : 2006
Category : Business & Economics
ISBN : 9780199299249

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The Oxford Handbook of Work and Organization by Stephen Ackroyd Pdf

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.

Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 44,9 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863

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Selling and Sales Management by David Jobber Pdf

Author : Dr. Robert Grosse,Dr. Klaus E. Meyer
Publisher : Oxford University Press
Page : 889 pages
File Size : 42,7 Mb
Release : 2019-01-08
Category : Business & Economics
ISBN : 9780190683962

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The Oxford Handbook of Management in Emerging Markets by Dr. Robert Grosse,Dr. Klaus E. Meyer Pdf

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.