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

Kenneth Le Meunier-FitzHugh and Tony Douglas

Abstract

This book considers how the sales function informs business strategy. There are many books that address how to manage the sales team tactically, however, this text addresses how sales can help organizations to become more customer-oriented. Many organizations are facing escalating costs and growing customer power, making 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 build customer knowledge; network both internally and externally to create additional customer value ... More

Keywords: sales, sales leadership, sales teams, customer relationship management, customer orientation, marketing

Bibliographic Information

Print publication date: 2016 Print ISBN-13: 9780198706632
Published to Oxford Scholarship Online: August 2016 DOI:10.1093/acprof:oso/9780198706632.001.0001

Authors

Affiliations are at time of print publication.

Kenneth Le Meunier-FitzHugh, author
Senior Lecturer in Marketing, Norwich Business School, University of East Anglia

Tony Douglas, author
Director, Edinburgh Institute (SALES) Subject Group Leader - Strategy, Operations and Economics Senior Lecturer & Senior Teaching Fellow, Edinburgh Napier University Business School