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Section 1: Exploring the Positioning of the Sales Function; 1 The Changing Sales Environment; 2 The Sales Function’s Position within the Organisation; Section 2: Sales Relationship with the Customer; 3 Customer Relationships and Lifetime Management; 4 Service Dominant Logic and its Impact on the Selling Organisation; Section 3: Sales Management; 5 Managing the Sales and Marketing Interface; 6 Strategic Leadership in Sales; 7 Developing High Performance Sales Teams; Section 4: New Forms of Selling; 8 Key Account management and Global Selling; 9 The Impact of Technology and Social media for Sales; 10 Moving Ahead: New Directions for the Sales Organisation

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