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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 organizations 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 organization, 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 organization. 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 organization. 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.

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

In this interview with Dr. Michael Krasny, Miller and Heiman emphasize effective stratgeies for making complex sales in a future shock world. 2 cassettes.

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

Improve your sales by successfully navigating the complex distribution channels in the building industry. Strategic Selling in the Building Industry gives you the strategies and insights to maneuver through this tangled sales maze and come out on top. The industry’s ever-evolving distribution channels that include manufacturers, two-step distributors, dealers, lumberyards, installers, and retailers pose daily frustrations for even the best salesperson. Learn how to build relationships, with builders, architects, dealers, and manufacturers, that make sales, build referrals, and keep them coming back for more.

'Efficient, professional...the finest high-level training programme I have ever seen...a mini-MBA in how to sell national accounts.' Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company 'Even more timely and effective today than when we first adopted it in 1986.' Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company The book that sparked a selling revolution...In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling(r) presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling(r), into a global leader in sales and development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.

In its third edition, Strategic Writing emphasizes the strategic, goal-oriented mission of high-quality media and public relations writing with clear, concise instructions for more than 40 types of documents.This multidisciplinary text covers writing for public relations, advertising, sales and marketing, and business communication. Featuring a spiral binding, numerous examples and a user-friendly "recipe" approach,Strategic Writing is ideal for public relations writing classes that include documents from other disciplines.

***International Edition***Soft cover/Paperback*** Textbook printed in English. ***Brand New***. Most international edition has different ISBN and Cover design. Some book may show sales disclaimer such as "Not for Sale or Restricted in US" on the cover page but it is absolutely legal to use. All textbook arrives within 5-7business days. Please provides valid phone number with your order for easy delivery.

A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more. 12,500 first printing.

Brand new item, never opened! Ship within 24hrs. APO/FPO addresses supported

Concepts In Strategic Management And Business Policy: Globalization, Innovation And Sustainability, Global Edition, 15Th Edition by Thomas Wheelen, J. Hunger, Alan Hoffman, Charles Bamford, 9781292227290, Pearson, 2017, Paperback

Describes the scope, framework, process, and tools for implementing an integrated target costing system, detailing aspects of the process such as focus on relationships with customers, suppliers, and dealers, and illustrating how the method has helped companies including Chrysler and Boeing. Includes b&w tables, charts, and diagrams. For managers in marketing, engineering, finance, support, and logistics. Annotation c. by Book News, Inc., Portland, Or.

Clean text with no marks. Cover and edges are clean and bright.

Examine strategic management with the market-leading text that sets the standard for the most intellectually rich, yet thoroughly practical, analysis of strategic management today. Written by highly respected experts Hitt, Ireland, and Hoskisson, STRATEGIC MANAGEMENT: COMPETITIVENESS AND GLOBALIZATION, CONCEPTS AND CASES, Eleventh Edition, combines the latest cutting-edge research and strategic management trends with ideas from some of today's most prominent scholars. This is the only text that integrates the classic industrial organization model with a resource-based view of the firm to give you a complete understanding of how today's businesses use strategic management to establish a sustained competitive advantage. A strong global focus and examples from more than 600 emerging and leading companies place ideas into context within an inviting, practical presentation. A wealth of learning features and more than 30 all-new compelling cases examine a broad range of critical issues confronting managers today. Engaging video cases, CengageNOW online learning tools, and a complete electronic business library help keep your study current and relevant. STRATEGIC MANAGEMENT: COMPETITIVENESS AND GLOBALIZATION provides the solid understanding you need to effectively apply strategic management tools and techniques for increased performance and tomorrow's competitive advantage.

Up-to-date coverage on how new technology is changing the way organizations operate and compete Every day, new technology influences how organizations operate and compete in the current global environment, and this updated edition of a classic provides authoritative and streamlined coverage of this evolving topic. High-profile topics are discussed, such as social networks, green IS, and business intelligence, and global examples span a wide range of subject matter. You’ll explore IT governance, connectivity that blurs public and private lives, sustainability, enterprise social media, and viral and social marketing. Offers completely updated coverage on the evolving topic of the way organizations operate and compete in the current global environment Addresses issues involving social networks, green IS, and business intelligence Features real-world examples that deal with international issues Packed with real-world examples and coverage of international topics, Information Technology for Management, Eighth Edition, is critical reading for anyone involved in this field.

NOTE: This book DOES NOT include an access codeEssentials of Strategic Management presents a conceptually strong treatment of strategic management principles and analytic approaches that features straight-to-the-point discussions, timely examples, and a writing style that captures the interest of students. The Fourth Edition of Essentials of Strategic Management is very much in step with the best academic thinking and contemporary management practice. The chapter content continues to be solidly main-stream and balanced, mirroring both the penetrating insight of academic thought and the pragmatism of real-world strategic management. The text serves as the theoretical foundation of a teaching approach incorporating a business strategy simulation.

Unread book in perfect condition.

Book is in NEW condition. 1.23

Designed for the Strategic Management course, Strategic Management: Concepts and Tools for Creating Real World Strategy by Jeff Dyer, Paul Godfrey, Robert Jensen, and David Bryce will make your life easier. This text delivers an insightful and concise introduction to the concepts of strategy with a strong mix of professional applications drawing on the authors' personal experiences. Acting as consultants for your classroom, the authors developed this product in a manner that helps to spark ideas, fuel creative thinking and discussion, and introduce innovative learning technologies that aids students. This text is an unbound, three hole punched version.