David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator, he held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books.Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, the University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organizations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.Nigel F Piercy is Professor of Marketing and Strategy and Associate Dean (Masters Programme) at Warwick Business School, the University of Warwick, UK. He has published articles in journals such as the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author with David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).

A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... and a final thought: if anyone challenges you about what selling and sales management is about - expecting the answer 'not much' - just drop this tome in their lap.

• PART I: SALES STRATEGY AND ENVIRONMENT ; PART II: SALES MANAGEMENT ; PART III: SALESFORCE AND THE CUSTOMER ; PART IV: THE ORGANIZATION AND SALES

David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator, he held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books.Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, the University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organizations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.Nigel F Piercy is Professor of Marketing and Strategy and Associate Dean (Masters Programme) at Warwick Business School, the University of Warwick, UK. He has published articles in journals such as the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author with David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).

A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... and a final thought: if anyone challenges you about what selling and sales management is about - expecting the answer 'not much' - just drop this tome in their lap.

• PART I: SALES STRATEGY AND ENVIRONMENT ; PART II: SALES MANAGEMENT ; PART III: SALESFORCE AND THE CUSTOMER ; PART IV: THE ORGANIZATION AND SALES

David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator, he held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books.Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, the University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organizations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.Nigel F Piercy is Professor of Marketing and Strategy and Associate Dean (Masters Programme) at Warwick Business School, the University of Warwick, UK. He has published articles in journals such as the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author with David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).

A good companion to what any academically-minded sales manager should be considering is The Oxford Handbook of Strategic Sales and Sales Management... although it's been out since 2011, as far as we can see it remains the first and only volume to bring together much of the recent thinking... and a final thought: if anyone challenges you about what selling and sales management is about - expecting the answer 'not much' - just drop this tome in their lap.

• PART I: SALES STRATEGY AND ENVIRONMENT ; PART II: SALES MANAGEMENT ; PART III: SALESFORCE AND THE CUSTOMER ; PART IV: THE ORGANIZATION AND SALES