Kenneth Le Meunier‐FitzHugh

University of Warwick

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Co-Authors

Tony Douglas

Edinburgh Napier University

Jasmin Baumann

University of East Anglia

Nigel F. Piercy

Transnational Press London

Kieran Sheahan

University of East Anglia

Leslie Le Meunier-FitzHugh

Piedmont Athens Regional

Leslie Caroline Le Meunier-FitzHugh

Norwich University

Hugh Wilson

University of Warwick

Graham R. Massey

University of Technology Sydney

Roger Palmer

University of Reading

Teresa Cometto

Universidad ORT Uruguay

Cooperative Institutions

Swansea University

University of Bradford

Bournemouth University

Symbiosis International University

University of Warwick

Cranfield University

University of East Anglia

College of Charleston

Universidad Politécnica de Madrid

Norwich University

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The challenge of communicating reciprocal value promises: Buyer-seller value proposition disparity in professional services

Industrial Marketing Management (2017)

Jasmin Baumann Kenneth Le Meunier‐FitzHugh Hugh Wilson

Value proposition

Value (mathematics)

Proposition

Reciprocal

Service-dominant logic

10.1016/j.indmarman.2017.02.002

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Citations (40)

Sales Management

Kenneth Le Meunier‐FitzHugh Kieran Sheahan

Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments. This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.

10.4324/9781003173892

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Reciprocal Value Propositions in Professional Service Sales Encounters

Jasmin Baumann Kenneth Le Meunier‐FitzHugh Alexander Haas Nina Stuebiger

Reciprocal

Value (mathematics)

Source

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Improving relationships between sales and marketing: the relative effectiveness of cross-functional coordination mechanisms

Journal of Marketing Management (2019)

Kenneth Le Meunier‐FitzHugh Graham R. Massey

The importance of effective sales and marketing working relationships is well known and this article examines the effectiveness of various coordination mechanisms used to improve this cross-functional relationship. Six coordination mechanisms are measured to identify their effect on sales and marketing conflict and collaboration, which in turn influence business performance. The results reveal that not all coordination mechanisms are equally effective. Structuring sales and marketing as a single unit and creating cross-functional project teams improve the interface, as do providing opportunities for job rotation and establishing cross-functional meetings. However, employing cross-functional training and co-locating sales and marketing do not influence this working relationship. Finally, reducing conflict and increasing collaboration between sales and marketing is shown to independently, and positively, influence business performance.

Structuring

Strategic business unit

10.1080/0267257x.2019.1648310

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Citations (26)

The growth of artificial intelligence in sales

The business & management collection. (2025)

Kenneth Le Meunier‐FitzHugh

10.69645/pmbw1257

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Citations (0)

Strategic leadership in sales

Oxford University Press eBooks (2016)

Tony Douglas Kenneth Le Meunier‐FitzHugh

Abstract Sales leaders are being faced with developing new skills so that they can contribute strategically to the organization. Sales teams are required to make complex offers, understand what customers value, and provide market information. To create and manage a well-motivated, flexible sales team, sales leaders need to develop new competences and capabilities in leadership by providing the structure, focus, drive, and sales strategies required by the sales team to succeed. This chapter will uncover some critical sales leadership roles that have been found to directly relate to the effectiveness of sales in organizations, including managing internal communications, aligning activities across different sales teams, knowledge management, and networking with partner organizations to help develop the organizations’ customer orientation.

Strategic leadership

10.1093/acprof:oso/9780198706632.003.0006

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Citations (0)

Value creation in sales relationships

The business & management collection. (2024)

Kenneth Le Meunier‐FitzHugh

Value (mathematics)

10.69645/lpsx2635

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Interactions Between Sales and Marketing and The Customer Journey