Sales Management for Improved Organizational Competitiveness and Performance

Sales are essential for organizations to achieve revenue and growth. An integrated vision at all management levels and alignment with marketing is crucial for maximizing sales. Technology has also changed the sales process, providing new opportunities and challenges. The book aims to provide knowledge and skills in the sales area, highlight the influences of management, marketing, and technology, and present trends in digital transformation. It is intended for management and marketing academics, researchers, general managers, sales managers, sales personnel teams, and marketers.

Format: Hardback
Length: 300 pages
Publication date: 27 May 2022
Publisher: IGI Global

Sales are a fundamental aspect of economic activity, impacting various sectors and driving organizations of all sizes. They serve as the primary source of revenue, enabling enterprises to sustain their operations and pursue growth. To maximize sales, businesses must adopt an integrated vision across strategic, tactical, and operational levels, aligning the commercial area with other functional areas within the organization.

In the era of marketing, particularly the digital component, the alignment between sales and marketing has become increasingly crucial to expand conversion opportunities. The evolution of technology has also brought about significant changes in the sales process, presenting both new opportunities and challenges for enterprises.

The book aims to provide readers with comprehensive knowledge and skills to understand and apply various concepts, techniques, and tools in the sales field. It also highlights the influences of management, marketing, and technology on sales. Additionally, the book aims to present trends in sales, particularly with the ongoing digital transformation occurring in organizations.

The target audience of this book includes management and marketing academics, their students, researchers, general managers, sales managers, sales personnel teams, and marketers who seek to enhance their understanding and expertise in optimizing organizational sales potential.

ISBN-13: 9781668434307