Overview

Sales are a vital part of organisational and business life yet few know how to tackle the subject. The book provides recent insights about changes in the sales role as analysed from the vantage point of some important organisational relationships, routines, rules and resources. In general, the book addresses issues such as various nuances of internal and external relationships, the need for stable and flexible routines, the existence and development of various logics for rules, and the use of a variety of human and structural resources. The themes discussed in the book include value, teamwork, attention, motivation, empathy and emotions, data and analytics, digitalisation and new technologies, and personality, as well as expertise and skills. The book applies a broad perspective to sales, encompassing sales on both business and consumer markets, and illustrates the main ideas with appropriate examples.

Full Product Details

Author:   Dariusz Osowski
Publisher:   Studentlitteratur AB
Imprint:   Studentlitteratur AB
ISBN:  

9789144075754

ISBN 10:   9144075758
Pages:   162
Publication Date:   09 June 2020
Format:   Paperback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

Foreword; Introduction; Role; Background; Changing philosophy about sales; Variety of emerging sales roles; Which factors can influence the sales role?; Summary; Relationships; Background; Relationships with customers and other external stakeholders; Relationships inside sales organisations; Summary; Routines; Background; Routines as art and science; Routines and technology; Routines and people; New routines as stable and flexible processes; Summary; Rules; Background; Rules for attention What and how?; Two models for rules; Managing customers; Managing sales forces; Motivating sales forces; Summary; Resources; Background; Structural capital Tools and IT; Human capital People; Summary; New Role; Background; A manifold view of the new role; Summary; Conclusion; References;Index

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Author Information

Dariusz Osowski is a senior lecturer at the School of Business, Society and Engineering at Malardalen University. He has a PhD from Uppsala University where he is associated with the Management and Information Technology Research School. His research interests include organisational routines and the utilisation of recent technologies for revenue generation. He has experience in sales management and consulting.

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