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- Sales is a strategic issue
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1. The changing role of salespeople
- Prof. Bill Donaldson
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2. Strategic customer management: sales is a strategic issue
- Prof. Nigel Piercy
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3. Understanding the sales process: selling in the 21st century
- Mr. Harry Macdivitt
- Sales and marketing drive customer value
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4. Ending the war between sales and marketing
- Mr. Andrew Turnbull
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5. Clarifying the roles of marketing and sales
- Dr. Kenneth Le Meunier-FitzHugh
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6. World class key account management
- Prof. Lynette Ryals
- Sales performance improvement is the priority
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7. Understanding the link with Customer Relationship Management (CRM)
- Dr. Pravin Balaraman
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8. Sales force performance management
- Dr. Régis Lemmens
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9. How sales and sales management are changing
- Ms. Beth Rogers
Printable Handouts
Navigable Slide Index
- Introduction
- Recurring themes in the series
- External change drivers
- Changes' effect on sales function
- Businesses requirements from suppliers
- Transaction vs. relationship marketing
- Types of selling
- Contrasting relational forms
- Relational forms
- Managerial implications
- Key aspects of relationships
- The concept of value
- A new conceptualisation of customer value
- Implications
- Dimensions of customer value
- Conclusion so far
- Implication of these results
- Relationship orientation
- Management's support for relationships
- Change of processes within the supplying firm
- Change of salespeople's behaviour
- Change of customers' perceptions
- Required changes in the supplier's firm
- Interdependent sales, service and support
- The top 5 winning sales organisation activities
- Higher and lower sales force effectiveness
- Superior sales performance
- Characteristics of successful salespeople
- Potential seller's sales forces evaluation
- What does this transformation mean in practice?
- Example - pharmaceuticals company
- Example - Telecom
- Implications for sales organisation design
- Sales organisation design
- Thank you
- References
Topics Covered
- Examples of change drivers in a sales context
- A shift from transaction to relationship selling and its implications
- Changing sales processes by suppliers
- Changing salespersons' behavior
- Changing customers' perceptions
- Activities of winning sales organizations
- Requirements for superior sales performance
- New organizational designs for successful selling
Talk Citation
Donaldson, B. (2010, March 31). The changing role of salespeople [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved December 10, 2024, from https://doi.org/10.69645/AKPO8710.Export Citation (RIS)