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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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
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
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.
Date:	2011
Volume:	Vol.1
Number:	Chapter 2
Number of Pages:	33
Page Range:	pp. 19-51
Identification Number:	10.1093/oxfordhb/9780199569458.003.0002
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access
URI:	http://wrap.warwick.ac.uk/id/eprint/43866

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