Description
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
