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Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
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Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

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PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 24 October 2021

Moving ahead

Moving ahead

New directions for the sales organization

(p.149) 10 Moving ahead
Achieving a Strategic Sales Focus

Tony Douglas

Kenneth Le Meunier-FitzHugh

Oxford University Press

This chapter provides an overview of the emerging trends in sales strategy and some thoughts about future directions. Sales operations now include a number of strategic issues including managing customers as assets, developing and delivering long-term strategies, evaluating the opportunities in the market, and developing strategies for growth. Probably one of the most challenging developments in sales is the growing importance of networking to sales success. As customers require more individual solutions the sales team is faced with negotiating with other internal groups and external suppliers to ensure that the customers’ needs are met. E-selling and social media are also part of the sales toolkit and salespeople are often required to meet the online needs of their customers. We conclude with a call to sales leaders to design new processes that allow sales flexibility in response to changing environments, new paradigms, and emphasize links to organizational learning.

Keywords:   sales strategy, networking, social media, new paradigms in sales, organizational learning

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