The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

• 1: David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy: Introduction: Overview of Strategic Sales and Sales Management


• Part I: Sales Strategy and Environment


• 2: Nigel F. Piercy and Nikala Lane: Strategic Sales Organizations


• 3: Karen Flaherty: Strategic Leadership in Sales: Understanding the Relationship between the Role of the Salesperson and the Role of the Sales Manager


• 4: David W. Cravens: Achieving Sales Organization Effectiveness


• 5: Nick Lee: The Changing Sales Environment: Implications For Sales And Sales Management Research And Practice


• Part II: Sales Management


• 6: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Structuring the Sales Force for Customer and Company Success


• 7: Kenneth R. Evans and C. Fred Miao: Sales Force Generated Marketing Intelligence


• 8: Thomas E. DeCarlo: Management Of A Contracted Sales Force (Manufacturer Representatives)


• 9: Mark W. Johnston: Training and Rewards


• 10: Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr.: Addressing Job Stress In The Salesforce


• 11: Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer: Sizing the Sales Force and Designing Sales Territories for Results


• Part III: Salesforce and the Customer


• 12: Andrea L. Dixon: Customer Selection to Acquire, Retain, and Grow


• 13: Thomas W Leigh: Customer Relationship Management and the Sales Force


• 14: Steven P. Brown, Manoshi Samaraweera, and William Zahn: On the Use of Organizational Climate in Sales Force Research


• 15: Harish Sujan: Salespeople's Influence On Consumers' and Business Buyers' Goals and Well-Being


• 16: Gary K. Hunter: Sales Technology


• Part IV: The Organization and Sales


• 17: Wesley J. Johnston and Linda D. Peters: Organizational Commitment to Sales


• 18: Thomas W. Leigh, William L. Cron, Artur Baldauf, and Samuel Grossenbacher: The Strategic Role of the Selling Function: A Resource-based Framework


• 19: Larry B. Chonko and Eli Jones: Sales Force Agility, Strategic Thinking, and Value Propositions


• 20: Kenneth Le Meunier-FitzHugh and Graham R. Massey: The Importance Of Effective Working Relationships Between Sales And Marketing


• 21: Noel Capon: Marketing: The Anchor for Sales

David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books.
Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, The University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organisations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.
Nigel F Piercy Is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. Hw worked earlier of business and in his academic career has published articles in such journal of the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).