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Drivers Of Sales And Marketing Collaboration In Business-to-business Selling Organisations
The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. check over here
PiercyOUP Oxford, ٢٢/١١/٢٠١٢ - 664 من الصفحات 0 مراجعاتhttps://books.google.com/books/about/The_Oxford_Handbook_of_Strategic_Sales_a.html?hl=ar&id=N6RoAgAAQBAJThe Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing The Handbook is structured around four key topics. More details Drivers of sales and marketing collaboration in business-to-business selling organisations Year of publication: 2009 Authors: Le Meunier-Fitzhugh, Kenneth ; Piercy, Nigel F. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales.
Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).معلومات المراجعالعنوانThe Oxford Handbook of Strategic Sales and Sales ManagementOxford HandbooksالمُحررونDavid W. His research interests focus on exploring the interface between sales and marketing.
- Instead of looking at current sales by region, as it had always done, the company examined market share within customer industry sectors in specific U.S.
- University of East Anglia, Norwich, NR4 7TJ, UK.
- One customer, for example, needed to ship fresh sea bass from Italy on Wednesdays for weekend consumption in New York.
- The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the
- For example, a high-growth urban pocket with low competitive intensity where a company does not have much coverage should add “hunter” capacity; depending on customer density, that market might be able
- Local sales managers should be trained on how to use the data from the opportunity map to identify more precisely where they want their reps to spend their time and how
- This was purely because sales territories had been assigned according to historical performance rather than growth prospects.
- Within a year the sales growth rate doubled—without an increase in marketing or sales costs.
- This article also appears in: HBR’s 10 Must Reads on Sales Sales & Marketing BOOK 24.95 Add to Cart Save Share Drawing on this analysis, the company developed a different negotiation
- It then pulled reps away from overserved territories, created sales “plays” for the newly identified hot spots, and redeployed the sales force.
Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. pp. 611-633. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University.
The second considers sales management and recent developments. Piercyمعاينة محدودة - 2012The Oxford Handbook of Strategic Sales and Sales ManagementDavid W. A service of the zbw Questions? http://wrap.warwick.ac.uk/44252/ and Piercy, N.F. (2009) Drivers of sales and marketing collaboration in business-to-business selling organisations.
Industrial Management Divisions: Faculty of Social Sciences > Warwick Business School > Marketing & Strategic ManagementFaculty of Social Sciences > Warwick Business School Journal or Publication Title: Journal of Marketing Management Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Searching for statistics or facts? Journal of Marketing Management, Vol.25 (No.5-6).
There is evidence to show that collaborative sales and marketing functions have benefits to an organisation in terms of improved business performance, but many organisations have not yet achieved collaborative internal https://www.econbiz.de/Record/drivers-of-sales-and-marketing-collaboration-in-business-to-business-selling-organisations-meunier-fitzhugh-kenneth/10008310587 Published in: Journal of marketing management : MM. - Abingdon : Routledge, Taylor & Francis Group, ISSN 0267-257X, ZDB-ID 6459717. - Vol. 25.2009, 5-6, p. 611 Check Google Scholar | More Chat with us × Questions? West Chair of American Enterprise Studies and was Professor of Marketing.
Item Type: Article Faculty \ School: Faculty of Social Sciences > Norwich Business School Depositing User: Julia Warner Date Deposited: 18 Jan 2011 15:25 Last Modified: 03 Mar 2017 01:31 URI: http://commsolv.com/drivers-of/drivers-of-international-business.php ISSN 0267-257X Full text not available from this repository. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organisations.
Further the growth in customer power now requires a strategic sales response, and not just a tactical one. He holds a Bachelor of Science in Engineering from MIT. Nigel F Piercy Is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. this content Official URL: http://dx.doi.org/10.1362/026725709X461885 Abstract This paper focuses on identifying and exploring the antecedents and consequences of collaboration between the sales and marketing functions within organisations and empirically tests the resulting model.
Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value,...https://books.google.ae/books/about/The_Oxford_Handbook_of_Strategic_Sales_a.html?hl=ar&id=N6RoAgAAQBAJ&utm_source=gb-gplus-shareThe Oxford Handbook of Strategic Sales and Sales Managementمكتبتيمساعدةبحث متقدم في الكتبشراء الكتاب The first section explores the strategic positioning of the sales function within the modern organisation. Log in | Register Cart Browse journals by subject Back to top Area Studies Arts Behavioral Sciences Bioscience Built Environment Communication Studies Computer Science Development Studies Earth Sciences Economics, Finance, Business
PiercyالناشرOUP Oxford, 2012رقم ISBN (الرقم الدولي المعياري للكتاب)019164174X, 9780191641749عدد الصفحات664 من الصفحات  تصدير الاقتباسBiBTeXEndNoteRefManمعلومات حول كتب Google - سياسة الخصوصية - شروط الخدمة - معلومات للناشرين - الإبلاغ عن مشكلة - مساعدة
He has a Doctorate in Business Administration and MBA from Indiana University. He previously held the Eunice and James L. Land use. The study identifies five antecedents to collaboration between sales and marketing and tests the proposition that greater collaboration between sales and marketing is linked to benefits in terms of improved business
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Piercyلا تتوفر معاينة - 2011عرض جميع المقتطفات »عبارات ومصطلحات مألوفةaccount management achieve activities agility analysis Antecedents behavior buyers capabilities company’s competence competitive advantage competitors context costs Cravens culture customer lifetime value pp. 611-633.