Achieving a strategic sales focus: contemporary issues and future challenges.

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Marketing in SMEs: the sales process of SMEs on the food and drink industry.

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closing sales deals and building relationships, and an understanding of what the buyers needs are in the seller-buyer process. Recent research has revealed that while entrepreneurs and small business owners rely upon networking as an important source of sales, they lack marketing competencies, including personal selling skills and knowledge of what is involved in the sales process to close sales deals and build relationships. Small companies and start-ups with innovative products and services often find it difficult to persuade potential buyers of the merits of their offerings because, while the products and services may be excellent, they have not sufficiently well-developed selling skills necessary to persuade their target customers.

MBCNS2 Example Book

MBCNS2 is a small collection of programs for the simulation of transient two-dimensional (or axisymmetric) flows. It is part of the larger collection of compressible flow simulation codes found at http://www.mech.uq.edu.au/cfcfd/. This manual is a collection of example simulations: scripts, results and commentary. It may be convenient for new users of the code to identify an example close to the situation that they wish to model and then adapt the scripts for that example.

(FAB01_091) Book reviews

Leon Battista Alberti, 'On the Art of Building in Ten Books' Translated by Joseph Rykwert, Neil Leach and Robert Tavemor L. A. Zhadova (ed.), 'Tatlin' (Budapest 1984). English translation Helen Ross, 'Just For Living, Aboriginal Perceptions of Housing in North West Australia' Tony Fry, 'Design History Australia: A Source Text in Methods and Resources' Phillip Cox and David Moore, 'The Australian Functional Tradition' Lenore Coltheart and Don Fraser (eds.), 'Lamdmarks in Public Works, Engineers and Their Works in New South Wales 1884-1914' Peter Bridges and Don MacDonald, 'James Barnet, Colonial Architect' Don Watson and Judith McKay, 'A Directory of Queensland Architects to 1940' Russell Walden, 'Voices of Silence: New Zealand's Chapel of Futuna' Jeremy Salmond, 'Old New Zealand Houses 1800-1940' Victoria Middleton, 'The Legend of Green Valley' Dyranda Prevost and Ann Rado, 'Living Places' Mark Jackson and Mark Stiles (directors), 'Universal Provider' Lars Lerup, 'Planned Assaults'

Book review of Mark McGillivray and Gary Smith's (eds.) "Australia and Asia", Melbourne: Oxford University Press, 1997. vii + 248 pp

The political capital invested in Australia's engagement with Asia over the past decade has sparked a lively discussion in the Australian academic community. The back cover of the book under review suggests that there are 'few bigger contemporary issues facing Australia than its relationship with Asia'. If the volume of scholarly material being produced on this issue is any indication, they are right. Like a number of similar works covering the shift in Australian foreign, defence, and trade policies towards Asia over the last decade, this book acknowledges a particular debt of gratitude to the Keating government for establishing regional engagement at the forefront of our national consciousness. Unlike some others however, this book seeks to place Australia's more recent 'discovery' of Asia into a broader historical framework.