• 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. Nothing happens until someone sells something
3. The role of personal selling
4. The sales process
5. The development of selling
6. Selling today
7. Causes of change
8. The effects of change
9. Value creation
10. Sales resource management
11. Leadership
12. The strategic role of sales
13. The skills gap
14. Characteristics of a profession
15. The challenge of change
16. The future?
17. Summary
18. References

Topics Covered

• The role of personal selling
• Sales standard
• How the environment for selling has changed
• The effects of change on the value creation imperative
• New methods of sales
• Resource management
• The skills gap
• The strategic role of sales characteristics of the profession
• The challenge of change

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010