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Advanced Introduction to Sustainable Competitive Advantage in Sales - Couverture rigide

Chonko, Lawrence B.

 
9781839106491: Advanced Introduction to Sustainable Competitive Advantage in Sales
Couverture rigide
ISBN 10 : 1839106492 ISBN 13 : 9781839106491
Editeur : Edward Elgar Publishing Ltd, 2021

Synopsis

Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.


This unique Advanced Introduction offers an insight into how sales leaders seek and maintain a sustainable competitive advantage for both organizations and customers. Lawrence B. Chonko explores how sales leaders take professional selling to the next level by focusing on serving the customer. Discussing the key skills of sales leaders - technological proficiency, managing change, and harnessing and using knowledge - Chonko analyzes how sales leaders are distinguished from other sales professionals.


Key features include:


  • analysis of how sales leaders anticipate future events
  • focus on sales leaders emphasizing long-term customer relationships rather than transactions
  • discussion of how sales leaders have adopted the servant leadership philosophy in order to enhance the overall customer experience.


  • This Advanced Introduction will be a useful resource for scholars and advanced students studying marketing. Its focus on the qualities of sales leaders will also be beneficial for sales professionals interested in enhancing their customer relations skills.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Lawrence B. Chonko, Professor of Marketing, College of Business, University of Texas at Arlington, US

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Edward Elgar Publishing Ltd
Date d'édition
2021
Langue
anglais
ISBN 10 
1839106492
ISBN 13 
9781839106491
Reliure
Relié
Nombre de pages
160
Coordonnées du fabricant
non disponible
Personne responsable
non disponible