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Informationen zum Autor Dr Nikala Lane is Associate Professor in Marketing and Strategy at Warwick Business School! the University of Warwick! UK. She was previously at Cardiff University as Senior Research Associate. She has published widely on management! marketing and sales topics and is co-author of Strategic Customer Management (Oxford University Press! 2009). Klappentext This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function! from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. Zusammenfassung The evolution of the traditional sales function into a strategic capability mandates renewed attention to the link between strategic marketing and the emerging field of strategic sales. This book was published as a special issue of Journal of Strategic Marketing. Inhaltsverzeichnis 1. Strategic sales and strategic marketing - Nikala Lane2. Searching for strategy in sales - Nikala Lane3. Strategic alignment for sales organization transformation - Raymond W. LaForge! Thomas N. Ingram and David W. Cravens4. Developing a strategic framework of key account performance - Eli Jones! Keith A. Richards! Diane Halstead and Frank Q. Fu5. The implications of lean operations for sales strategy: from sales-force to marketing-force - Niall Piercy and Nick Rich6. An enterprise-wide strategic stakeholder approach to sales ethics - Linda Ferrell and O.C. Ferrell7. Strategic sales organizations: transformation challenges and facilitators within the sales - marketing interface - Avinash Malshe 8. Collaboration between sales and marketing! market orientation and business performance in business-to-business organisations - Kenneth Le Meunier-FitzHugh and Nikala Lane9. Strategizing the sales organization - Nikala Lane and Nigel Piercy
