Sales management : a research overview/ by Kenneth Le Meunier-Fitzhugh and Kieran Sheahan
Material type:
TextLanguage: English Publication details: London : Routledge , 2023Description: xiii , 91 pp. : ill. ; 22 cmISBN: 9781032003825Subject(s): Sales managementDDC classification: 658.822 L553s 2023 Summary: "Sales is the lifeblood of businesses and consequently a driver of both national and global economies. New trends are emerging that are challenging organization as they strive to achieve sales excellence. They include longer sales cycles, the emergence of virtual selling environments, and AI, new customer relationships, and an increase in the importance of customer insights. This text will consider emerging areas in sales research, including customer relationships, sales and its relationship with marketing, managing the sales pipeline, sales leadership and the effects of new technologies in selling. This book will explore some of the new avenues of research and practice that will be needed in the future to understand the changing nature of sales at the beginning of the 21st century."
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CAT College, Inc. - ANNEX 2 Library Circulation Section | 658.822 L553s 2023 (Browse shelf (Opens below)) | Available | CL4731 |
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| 658.81605 H726p 2023 Pricing with confidence : ten rules for increasing profits and staying ahead of inflation/ | 658.81605 W636v 2022 Value pricing for accounting professionals : a complete guide for accountants and bookkeepers to find the right clients and increase profitability/ | 658.822 C337u 2024 The unstoppable sales team : elevate your team's performance , win more business, and attract top performers/ | 658.822 L553s 2023 Sales management : a research overview/ | 658.822 T413 2022 Selling and sales management/ | 658.822 T772 2024 Transformational sales leadership : sales leader perspectives/ | 658.83 A117 2024 Marketing research/ |
Includes references and index.
"Sales is the lifeblood of businesses and consequently a driver of both national and global economies. New trends are emerging that are challenging organization as they strive to achieve sales excellence. They include longer sales cycles, the emergence of virtual selling environments, and AI, new customer relationships, and an increase in the importance of customer insights. This text will consider emerging areas in sales research, including customer relationships, sales and its relationship with marketing, managing the sales pipeline, sales leadership and the effects of new technologies in selling. This book will explore some of the new avenues of research and practice that will be needed in the future to understand the changing nature of sales at the beginning of the 21st century."
English.
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