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Author:   Nikala Lane
Publisher:   Taylor & Francis Ltd
Imprint:   Routledge
Weight:   0.440kg
ISBN:  

9780415614511

ISBN 10:   0415614511
Pages:   146
Publication Date:   02 December 2010
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

1. Strategic sales and strategic marketing - Nikala Lane 2. Searching for strategy in sales - Nikala Lane 3. Strategic alignment for sales organization transformation - Raymond W. LaForge, Thomas N. Ingram and David W. Cravens 4. Developing a strategic framework of key account performance - Eli Jones, Keith A. Richards, Diane Halstead and Frank Q. Fu 5. The implications of lean operations for sales strategy: from sales-force to marketing-force - Niall Piercy and Nick Rich 6. An enterprise-wide strategic stakeholder approach to sales ethics - Linda Ferrell and O.C. Ferrell 7. Strategic sales organizations: transformation challenges and facilitators within the sales – marketing interface - Avinash Malshe 8. Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations - Kenneth Le Meunier-FitzHugh and Nikala Lane 9. Strategizing the sales organization - Nikala Lane and Nigel Piercy

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Author Information

Dr Nikala Lane is Associate Professor in Marketing and Strategy at Warwick Business School, the University of Warwick, UK. She was previously at Cardiff University as Senior Research Associate. She has published widely on management, marketing and sales topics and is co-author of Strategic Customer Management (Oxford University Press, 2009).

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