Full Product Details
Author: David W. Cravens (Emeritus Professor of Marketing, Neeley School of Business, Texas Christian University) ,
Kenneth Le Meunier-FitzHugh (Lecturer in Marketing, University of East Anglia) ,
Nigel F. Piercy (Professor of Marketing & Strategy and Associate Dean, Warwick Business School, The University of Warwick)
Publisher: Oxford University Press
Imprint: Oxford University Press
Dimensions:
Width: 17.10cm
, Height: 4.10cm
, Length: 24.60cm
Weight: 1.298kg
ISBN: 9780199569458
ISBN 10: 0199569452
Pages: 664
Publication Date: 27 January 2011
Audience:
Professional and scholarly
,
Professional & Vocational
Format: Hardback
Publisher's Status: Active
Availability: To order
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.
Reviews
A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... and a final thought: if anyone challenges you about what selling and sales management is about - expecting the answer 'not much' - just drop this tome in their lap. Winning Edge
A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... [and] a final thought: if anyone challenges you about what selling and sales management is about -- expecting the answer 'not much' -- just drop this tome in their lap. --Winning Edge
Author Information
David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books. Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, The University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organisations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008. Nigel F Piercy Is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. Hw worked earlier of business and in his academic career has published articles in such journal of the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).
