The main aim of this book is to consider how the sales function informs business strategy. The book considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

• Section 1: Exploring the Positioning of the Sales Function


• 1: The Changing Sales Environment


• 2: The Sales Function's Position within the Organisation


• Section 2: Sales Relationship with the Customer


• 3: Customer Relationships and Lifetime Management


• 4: Service Dominant Logic and its Impact on the Selling Organisation


• Section 3: Sales Management


• 5: Managing the Sales and Marketing Interface


• 6: Strategic Leadership in Sales


• 7: Developing High Performance Sales Teams


• Section 4: New Forms of Selling


• 8: Key Account management and Global Selling


• 9: The Impact of Technology and Social media for Sales


• 10: Moving Ahead: New Directions for the Sales Organisation

Kenneth Le Meunier-FitzHugh is a Senior Lecturer in Marketing and he obtained is PhD from the Warwick Business School, University of Warwick in Marketing and Strategic Management. He is particularly interested in marketing strategy, sales strategy, and sales and marketing collaboration. He also has 20 years experience in sales and senior management. In 2008 he received the Marvin Jolson award for the best contribution to selling and sales management practice by the Journal of Personal Selling and Sales Management and has two best papers awards from the American Marketing Association. He co-edited The Oxford Handbook on Strategic Sales and Sales Management with Professor David Cravens and Professor Nigel Piercy.
Tony Douglas is a lecturer, coach and mentor in sales & marketing, international strategy and business development. As Director Edinburgh Institute (SALES) & Senior Lecturer at Edinburgh Napier University, he delivers workshops to business executives/ international business students on selling, enterprise and strategy in the UK, Holland, Germany, Hong Kong, and Singapore. He is Chair, Institute of Sales and Marketing Management (Scotland). He is a Fellow of the Institute of Sales & Marketing Management, a Senior Teaching Fellow of the HEA, and UK representative of the Global Sales and Science Institute. He has held a number of senior positions within Tesco PLC, Boots the Chemist and Kinnerton Company Ltd.