Overview

Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas. This unique Advanced Introduction offers an insight into how sales leaders seek and maintain a sustainable competitive advantage for both organizations and customers. Lawrence B. Chonko explores how sales leaders take professional selling to the next level by focusing on serving the customer. Discussing the key skills of sales leaders - technological proficiency, managing change, and harnessing and using knowledge - Chonko analyzes how sales leaders are distinguished from other sales professionals. Key features include: analysis of how sales leaders anticipate future events focus on sales leaders emphasizing long-term customer relationships rather than transactions discussion of how sales leaders have adopted the servant leadership philosophy in order to enhance the overall customer experience. This Advanced Introduction will be a useful resource for scholars and advanced students studying marketing. Its focus on the qualities of sales leaders will also be beneficial for sales professionals interested in enhancing their customer relations skills.

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9781839106491

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Reviews

'Once again, Larry Chonko delivers tested sales insight with memorable prose. No matter where someone is on their professional sales journey, they'll find this book inspirational and thoughtful, ever useful, and never dry. More importantly, his servant-based perspective will resonate deeply with today's sales professional. Larry has produced another gem that will get well-worn with use.' -- Jeff Tanner, Old Dominion University, US 'Dr. Chonko is a scholar and thought-leader in sales and sales management. The ideas about how to achieve a sustainable competitive advantage in sales and sales leadership are anchored in published academic research and succinctly captured in this book in an easy to read and memorable way. I recommend Advanced Introduction to Sustainable Competitive Advantage in Sales to those who are seeking a leg up on the competition.' -- Eli Jones, Texas A&M University, US 'Sales leaders are vital to the long term success of almost any company. This book puts sales leaders front and center in the conversation around long term competitive advantage, where they should have been all along. It explains clearly what a sales leader should do, how they should do it, and what it really means to be a true sales leader. Every sales leader, everyone who wants to be a sales leader, and everyone who wants to hire great sales leaders, should read this book.' -- Nick Lee, Warwick Business School, UK

'Sales leaders are vital to the long term success of almost any company. This book puts sales leaders front and center in the conversation around long term competitive advantage, where they should have been all along. It explains clearly what a sales leader should do, how they should do it, and what it really means to be a true sales leader. Every sales leader, everyone who wants to be a sales leader, and everyone who wants to hire great sales leaders, should read this book.' -- Nick Lee, Warwick Business School, UK

'Dr. Chonko is a scholar and thought-leader in sales and sales management. The ideas about how to achieve a sustainable competitive advantage in sales and sales leadership are anchored in published academic research and succinctly captured in this book in an easy to read and memorable way. I recommend Advanced Introduction to Sustainable Competitive Advantage in Sales to those who are seeking a leg up on the competition.' -- Eli Jones, Texas A&M University, US 'Sales leaders are vital to the long term success of almost any company. This book puts sales leaders front and center in the conversation around long term competitive advantage, where they should have been all along. It explains clearly what a sales leader should do, how they should do it, and what it really means to be a true sales leader. Every sales leader, everyone who wants to be a sales leader, and everyone who wants to hire great sales leaders, should read this book.' -- Nick Lee, Warwick Business School, UK

Author Information

Lawrence B. Chonko, Professor of Marketing, College of Business, University of Texas at Arlington, US

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