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Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Kenneth Le Meunier-FitzHugh, Tony Douglas




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 |  2016-09-05 |  2016-09-05 | File type: PDF

||About the Author||Kenneth Le Meunier-FitzHugh, Senior Lecturer in Marketing, Norwich Business School, University of East Anglia,Tony Douglas, Director, Edinburgh Institute (SALES) Subject Group Leader - Strategy, Operations and Economics Senior Lect

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical
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