The Routledge Companion to Selling and Sales Management (Routledge Companions in Business, Management and Accounting) / Johnston, Mark W. (EDT)/ Marshall, Greg W. (EDT)

ラウトレッジ版　販売管理必携<br>The Routledge Companion to Selling and Sales Management (Routledge Companions in Business, Management and Accounting)

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ラウトレッジ版　販売管理必携
The Routledge Companion to Selling and Sales Management (Routledge Companions in Business, Management and Accounting)

Johnston, Mark W. (EDT)/ Marshall, Greg W. (EDT)

Routledge（2021/01発売）

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製本 Hardcover:ハードカバー版／ページ数 480 p.
言語 ENG
商品コード 9781138958517
DDC分類 381

Full Description

Sales experts Johnston and Marshall have assembled a world-class panel of contributors to create a volume that represents the latest research in selling and sales management. It should be every student's go-to reference book for a comprehensive understanding of the state of the discipline.

Part Iof the Customer Value Proposition 2. Sales Must Enhance the Customer Experience 3. Ethics - An Essential Component of Value Creation Part II: Salesperson- Customer Interface 4. The Salesperson-Customer Relationship in Transition 5. Internationalizing the Salesperson-Customer Interface 6. The High Touch or High Tech Customer Interface Conundrum Part III: Sales Force Strategy 7. The Role of Sales in Marketing Strategy 8. The Effective Sales - Marketing Relationship 9. Extending the Sales Strategy to VARS and Other Channel Members Part IV: Sales Process 10. The Selling Process in the New Millennium 11. Aligning Salespeople with the New Sales Process 12. New Models of Salesperson Motivation Part V: Sales Technology 13. Technology Redefines the Salesperson-Customer Relationship 14. The Use and Misuse of Technology in Sales 15. The Role of Sales in the Digital Social Environment Part VI: Strategic Account Management 16. The Critical Role of SAM in Maintaining the Customer Relationship 17. The Unique Qualifications of a Successful Strategic Account Manager 18. The Inherent Conflict Between SAM and Local Salespeople Part VII: Sales Leadership 19. The Revolution in Sales Leadership 20. Hire or Develop tomorrow's Sales Leaders 21. Sales Leadership in a Small Business Environment Part VIII: Sales Performance and Effectiveness 22. Defining Performance in a Customer-Centric Organization 23. The Battle Between Salesperson Efficiency and Effectiveness 24. 24/7 Salespeople and Performance Effectiveness Part IX: Sales Measurement 25. Sales Analytics Connect to Marketing Analytics 26. Key Sales Metrics in the New Sales Environment 27. The Sales Performance Dashboard