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The Evolution of the Strategic Sales Organization
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Piercy, Nigel F. and Lane, Nikala (2011) The Evolution of the Strategic Sales Organization. In: Cravens, David W. and Le Meunier-FitzHugh, Ken and Piercy, Nigel F., (eds.) The Oxford Handbook of Strategic Sales and Sales Management. Oxford: Oxford University Press, pp. 19-51. ISBN 978-0-19-956945-8
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Official URL: http://dx.doi.org/10.1093/oxfordhb/9780199569458.0...
Abstract
Introduction – Forces Driving Sales Organization Change – The Strategic Customer Management Challenge – New Sales Organization Models – Characteristics of the Strategic Sales Organization – Concluding Remarks
Item Type: | Book Item | ||||
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Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management | ||||
Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management Faculty of Social Sciences > Warwick Business School |
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Publisher: | Oxford University Press | ||||
Place of Publication: | Oxford | ||||
ISBN: | 978-0-19-956945-8 | ||||
Book Title: | The Oxford Handbook of Strategic Sales and Sales Management | ||||
Editor: | Cravens, David W. and Le Meunier-FitzHugh, Ken and Piercy, Nigel F. | ||||
Official Date: | 2011 | ||||
Dates: |
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Volume: | Vol.1 | ||||
Number: | Chapter 2 | ||||
Number of Pages: | 33 | ||||
Page Range: | pp. 19-51 | ||||
DOI: | 10.1093/oxfordhb/9780199569458.003.0002 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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