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The Oxford Handbook of Strategic Sales and Sales Management presents a comprehensive and authoritative exploration of modern sales theory and practice, crafted by leading scholars in the field. The book addresses the evolving landscape of sales where traditional transactional approaches give way to strategic customer relationship management, profitable relationship building, and global selling. It highlights the impact of rising sales costs and the increasing power of the customer, arguing for a more strategic, rather than merely tactical, response within sales organizations. Structured around four key themes, the Handbook delves into the strategic role of the sales function in contemporary organizations, recent developments in sales management, the dynamic interaction between sales teams and customers, and the internal composition of the sales organization. This volume consolidates current academic research and provides a valuable resource for academics, professionals, and those pursuing qualifications in sales and marketing.
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