• Sales is a strategic issue
• 33 min
  1. The changing role of salespeople

  • Prof. Bill Donaldson
• 41 min
  2. Strategic customer management: sales is a strategic issue

  • Prof. Nigel Piercy
• 53 min
  3. Understanding the sales process: selling in the 21st century

  • Mr. Harry Macdivitt
• Sales and marketing drive customer value
• 28 min
  4. Ending the war between sales and marketing

  • Mr. Andrew Turnbull
• 36 min
  5. Clarifying the roles of marketing and sales

  • Dr. Kenneth Le Meunier-FitzHugh
• 51 min
  6. World class key account management

  • Prof. Lynette Ryals
• Sales performance improvement is the priority
• 41 min
  7. Understanding the link with Customer Relationship Management (CRM)

  • Dr. Pravin Balaraman
• 51 min
  8. Sales force performance management

  • Dr. Régis Lemmens
• 36 min
  9. How sales and sales management are changing

  • Ms. Beth Rogers

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Recurring themes in the series
3. External change drivers
4. Changes' effect on sales function
5. Businesses requirements from suppliers
6. Transaction vs. relationship marketing
7. Types of selling
8. Contrasting relational forms
9. Relational forms
10. Managerial implications
11. Key aspects of relationships
12. The concept of value
13. A new conceptualisation of customer value
14. Implications
15. Dimensions of customer value
16. Conclusion so far
17. Implication of these results
18. Relationship orientation
19. Management's support for relationships
20. Change of processes within the supplying firm
21. Change of salespeople's behaviour
22. Change of customers' perceptions
23. Required changes in the supplier's firm
24. Interdependent sales, service and support
25. The top 5 winning sales organisation activities
26. Higher and lower sales force effectiveness
27. Superior sales performance
28. Characteristics of successful salespeople
29. Potential seller's sales forces evaluation
30. What does this transformation mean in practice?
31. Example - pharmaceuticals company
32. Example - Telecom
33. Implications for sales organisation design
34. Sales organisation design
35. Thank you
36. 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

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010