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0:00
Hello, welcome.
My name is Kenneth
Le Meunier-FitzHugh.
In the next ten sessions,
I'm going to be talking about
the challenges and
changes in sales.
Sales in the last 20 years
have changed drastically.
This has been accelerated during
the last few years with COVID.
During these sessions,
I'm going to be
looking at how sales
are adapting to these changes,
be it in a B2B world
or a B2C world.
I do hope that you'll
enjoy these sessions.
0:33
But first of all,
I'm just going to
tell you a little
bit about myself.
I started off nearly
40 years ago now in
a large British
multinational company
called EMI, where I started
in the sales world.
I went on the road when I was
about 25 years old,
selling music and
then after that, I moved to work
for a large Japanese
multinational.
During this time,
I learnt a lot about
the sales arena
and was directly involved.
After working in the music
industry for nearly 20 years,
I decided to change
to an academic career
and I did my PhD at
Warwick University
looking particularly at the
sales and marketing interface.
And have since then taught
at Cranfield University,
London School of Economics,
and at Warwick University.
I also have a range
of publications in
both book forms including
a research overview
by Routledge,
Sales Management,
Achieving a Strategic
Sales Function
published by OUP, and one of
the best-selling textbooks on
Sales and Sales Management
published by Pearsons.
I also have a range of
articles on the topic.
