From Selling To Co-Creating
This book helps companies to transform their sales organisations allowing them to stay current with the technological and consumer trends and sustain their competitive edge.
It is a visual business book full of diagrams, illustrations and models, which will be picked up time after time by sales managers in the field and sales directors in the board room as well as students in sales management.
The book is based on a two year study in collaboration with among others the TiasNimbas Business School and Cranfield University to identify current and future trends in sales. Besides studying these trends the authors helped many organisations to transform their existing sales force allowing them to stay current. They have called this transformation From Selling to Co-Creation and in this book sales directors can now find the tools and framework to upgrade their own sales force.
Published by Bispublishers.
This book is available from the following retailers:
Amazon.com
https://www.amazon.com/Selling-Co-Creating-Trends-Practices- Upgrade/dp/9063693516Amazon.co.uk
Bol.com
https://www.bol.com/nl/p/from-selling-to-co-creating/9200000022239275/? country=BE
Barns and Nobles
Fnac
Handbook of Strategic Account Management
While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature.
Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers.
Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative.
contributing authors:
| Yana Atanasova | Bjorn Ivens | Toni Mikkola | Ivan Snehota |
| Audrey Bink | Ove Jensen | Stefanos Mouzas | Kaj Storbacka |
| Per-Olof Brehmer | Robert Krapfel | Peter Naudé | Olavi Uusitalo |
| Noel Capon | Antonella La Rocca | Jukka Ojasalo | Tom Vanderbiesen |
| Simon Croom | Sylvie Lacoste | Catherine Pardo | Stefan Wengler |
| Osman Gök | Nikala Lane | Nigel Piercy | Kevin Wilson |
| Paolo Guenzi | Régis Lemmens | Michael Pusateri | Diana Woodburn |
| Stephan Henneburg | Tommi Mahlamäki | Jakob Rehme | John Workman |
| Sue Holt | Malcolm McDonald | Sanjiy Sengupta | George Yip |
| Christian Homburg | Florin Mihoc | Christoph Senn | Judy Zolkiewski |
Published by Wiley.
Sales Management: Strategy, Process and Practice
Sales Management provides a comprehensive introduction to selling and sales management.
Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly successful text includes new chapters on Defining and Implementing Sales Strategies and Key Account Management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance. With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. It is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
Reviews
"A must-have book for students of sales management, lecturers and aspiring sales managers." - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK
"Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike." - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK
"This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do." - Tim Royds, Director, Highclere Sales Training and Consultancy
"Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide." - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UK
Published by Pelgrave.
This book is available from the following retailers:
Bol.com