Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges at Meripustak

Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Books from same Author: Kenneth Le Meunier-FitzHugh and Tony Douglas

Books from same Publisher: Oxford University Press

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  • General Information  
    Author(s)Kenneth Le Meunier-FitzHugh and Tony Douglas
    PublisherOxford University Press
    ISBN9780198706649
    Pages224
    BindingPaperback
    LanguageEnglish
    Publish YearJune 2021

    Description

    Oxford University Press Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges by Kenneth Le Meunier-FitzHugh and Tony Douglas

    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.