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Sales Management
SPAR
kr 73

Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research.

Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments.

This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.

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Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research.

Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments.

This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.

Produktdetaljer
Sprog: Engelsk
Sider: 92
ISBN-13: 9781032003825
Indbinding: Hardback
Udgave:
ISBN-10: 1032003820
Udg. Dato: 2 jun 2023
Længde: 13mm
Bredde: 142mm
Højde: 224mm
Oplagsdato: 2 jun 2023
Forfatter(e) Kieran (Technological University Dublin Sheahan, Kenneth (University of East Anglia Le Meunier-FitzHugh, Kieran Sheahan, Kenneth Le Meunier-FitzHugh


Kategori Salgs- & markedsføringsledelse


Sprog Engelsk


Indbinding Hardback


Sider 92


Udgave


Længde 13mm


Bredde 142mm


Højde 224mm

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