Sales management : a research overview / Kenneth Le Meunier-FitzHugh and Kieran Sheahan

By:

Le Meunier-FitzHugh, Kenneth [VerfasserIn]

Contributor(s):

Sheahan, Kieran, 1959- [VerfasserIn]

Resource type: Ressourcentyp: Buch (Online)Book (Online)Language: English Series: State of the art in business researchPublisher: New York : Routledge, 2023Edition: 1 EditionDescription: 1 Online-RessourceISBN:

1003173896
9781000932270
1000932273
9781000932379
1000932370

Subject(s):

Additional physical formats: 9781003173892. | 9781032003825. | 9781032555997. | Erscheint auch als: Sales management. Druck-Ausgabe 1 Edition. New York : Routledge, 2023DDC classification:

658.8/1 23/eng/20230331

LOC classification:

HF5438.4

Online resources:

Zugang im Netz des KIT

Summary: "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. Organizations 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 the 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"--PPN: PPN: 1882627040Package identifier: Produktsigel: ZDB-4-NLEBK | BSZ-4-NLEBK-KAUB

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