Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges
- ISBN-10
- 0191016748
- ISBN-13
- 9780191016745
- Category
- Business & Economics
- Pages
- 216
- Language
- English
- Published
- 2016-09-05
- Publisher
- Oxford University Press
- Authors
- Tony Douglas, Kenneth Le Meunier-FitzHugh
Description
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.
Get the book
Other editions
-
- 2016-06-16
- 224 pages
- Paperback
- Oxford University Press
Similar books
-
Sales Growth: Five Proven Strategies from the World's Sales Leaders
By McKinsey & Company Inc., Thomas Baumgartner, Homayoun HatamiThe book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line.
-
Strategic Sales and Strategic Marketing
By Nikala LaneSales people are expected to be intimately acquainted with the product and production processes they provide. ... The changes faced require a shift in sales strategy towards a collaborative and open approach to working with customers, ...
-
Marketing Above the Noise: Achieve Strategic Advantage with Marketing That Matters
By Linda J. PopkyMarketing Above the Noise takes a contrarian approach by not focusing on social media, digital marketing, or other new tactics, and instead helping organizations understand: * The critical upfront work needed to really understand customers, ...
-
Building a Winning Sales Force: Powerful Strategies for Driving High Performance
By Andris A. ZOLTNERS, Prabhakant SINHA, Sally E. LORIMERThe book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the ...
-
Sales Growth: Five Proven Strategies from the World's Sales Leaders
By Thomas Baumgartner, Homayoun Hatami, Jon Vander ArkBased on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizations Offers real-life examples of how successful sales leaders overcame the challenges encountered in the quest ...
-
Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth
By Tracy Eiler, Andrea AustinThis book shows you how to bring sales and marketing together effectively once and for all, leveraging their strengths to build an unstoppable force for growth.
-
Marketing Led: Sales Driven: How Successful Businesses Use the Power of Marketing Plans and Sales Execution to Win in the...
By Ajay K. SirsiBehind every successful business is the implementation of a superior strategy.
-
Major Account Sales Strategy (PB)
By Neil RackhamAn Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to ...
-
Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
By Frank CespedesIt’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book.
-
Marketing: a Very Short Introduction
By Kenneth Le Meunier-FitzHughThis book outlines the nature of contemporary marketing, considering how marketers function as an interface between customers and organisations.