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The Oxford Handbook of Strategic Sales and Sales Management
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not jus...
Managing Business Marketing & Sales
"The correct approach to the markets for business products and services can mean gains of millions of euros, dollars, pounds or yen. This book offers the reader a wealth of concepts, theories and frameworks for analyzing, formulating and implementing business marketing and sales strategies."
Sales Management
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International Leadership
This edited volume strives to support leaders in successfully leading their teams, projects and organizations across borders in an increasingly boundaryless world. From both an academic’s and a practitioner’s perspective, the book focuses on international leaders and their potential to be or become enablers of international success, for and within their respective organizations. The authors are a curated selection of established experts, seasoned leaders, and new voices showcasing novel research, best practices, and business cases. The contributions are assigned to three sections, corresponding to the three core challenges of international leadership: Leading international organizations, leading international teams, and (self)leadership with intercultural excellence. An additional section is dedicated to case studies, exhibiting these challenges in practice. The Foundation of the Swiss Society for Organization and Management (SGO) as well as Innosuisse – Swiss Innovation Agency supported the creation of this book.
Global Practices of Corporate Social Responsibility
Being socially responsible on the part of corporate entities is now no longer an option, it is part of their normal business obligations to all their stakeholders regardless of whether these are primary or secondary stakeholders. Modern societies around the world now expect corporate entities of all shapes and forms to be socially responsible in whatever they do; the “Global Practices of Corporate Social Responsibility” is a first attempt at bringing together in one book experts' accounts of how corporate entities in twenty independent nations around the world are dealing with the issue of CSR. The world today faces diverse social problems. These become apparent as one moves from one country to the next, interestingly, society now expects corporations to help in finding solutions to these problems. The problem of global warming affects us all; modern corporations can no longer continue to assume that the problem will go away, if nothing is done by them. We can all make a little difference by our actions.
Information Technology-enabled Global Customer Service
Recently there has been increased demand for combining locally customized services to the economies of the scale of worldwide operations. In this environment competitiveness calls for integrating the potential of information technology to well functioning global logistics. Information Technology Enabled Global Customer Service combines theoretical consideration and practical experiences in implementing new customer service models.
Business-to-Business Marketing
Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles;, new processes for selling, distribution, and customer service; increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, Web-based procurement, and enterprise resource planning and manufacturing systems. Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions.
Handbook on Customer Centricity
Drawing on the expertise of leading marketing scholars, this book provides managers and researchers with insights into the fundamentals of customer centricity and how firms can develop it. Customer centricity is not just about segmentation or short-term marketing tactics. Rather, it represents an organization-wide philosophy that focuses on the systematic and continuous alignment of the firm’s internal architecture, strategy, capabilities, and offerings with external customers.
Participatory Practice in Space, Place, and Service Design
'Participatory Practice in Space, Place, and Service Design' is premised on a belief in the importance of participatory practices in finding creative solutions to the plethora of problems we face today. It argues that engaging professions with the public in mutual exploration, analysis, and creative thinking is essential. It not only ensures better quality products, places, services, and a greater sense of civic agency but also facilitates fuller access to them and the life opportunities they can unleash. This book offers a uniquely varied perspective of the myriad ways in which participatory practices operate across disciplines and how they impact the worlds and communities we create and in...
