Achieving a Strategic Sales Focus

Released on by Kenneth Le Meunier-FitzHugh
preview-18

  • Achieving a Strategic Sales Focus Book Detail

  • Author : Kenneth Le Meunier-FitzHugh
  • Release Date : 2016-09-05
  • Publisher : Oxford University Press
  • Genre : Business & Economics
  • Pages : 216
  • ISBN 13 : 0191016748
  • File Size : 16,16 MB
DOWNLOAD BOOK

Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh PDF Summary

Book 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.

Disclaimer: www.yourbookbest.com does not own Achieving a Strategic Sales Focus books pdf, neither created or scanned. We just provide the link that is already available on the internet, public domain and in Google Drive. If any way it violates the law or has any issues, then kindly mail us via contact us page to request the removal of the link.

Achieving a Strategic Sales Focus

Achieving a Strategic Sales Focus

File Size : 6,6 MB
Total View : 9744 Views
DOWNLOAD

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 ma

Achieving a Strategic Sales Focus

Achieving a Strategic Sales Focus

File Size : 85,85 MB
Total View : 7417 Views
DOWNLOAD

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 ma

Sales Growth

Sales Growth

File Size : 98,98 MB
Total View : 8480 Views
DOWNLOAD

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them an

Major Account Sales Strategy

Major Account Sales Strategy

File Size : 85,85 MB
Total View : 2872 Views
DOWNLOAD

An 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 competitio

Building a Winning Sales Force

Building a Winning Sales Force

File Size : 57,57 MB
Total View : 3900 Views
DOWNLOAD

Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the fie