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## Meet the editors

Syed Abdul Rehman Khan is a teacher of supply chain and logistics management. Dr Khan achieved his Certified Supply Chain Professional (CSCP) certificate from the United States and successfully completed his Ph.D. in China. Since 2018, Dr Khan has been affiliated with Tsinghua University as a postdoctoral researcher. He has more than 9 years' core experience of supply chain and logistics at industry and academic levels. He

has attended several international conferences and also has been invited as a keynote speaker in different countries. He has published 70+ scientific research papers in different well-renowned international journals and conferences. He is a regular contributor to conferences and workshops around the world. In addition, Dr Khan has received two scientific innovation awards, consecutively, from the Education Department of Shaanxi Provincial Government, China. Also, Dr Khan holds memberships in the following well renowned institutions and supply chain bodies/ associations: APCIS, USA; Production and Operations Management Society, India; Council of Supply Chain Management Professionals, USA; Supply Chain Association of Pakistan; and Global Supply Chain Council, China.

Dr Selay Ilgaz Sümer is an Assistant Professor at the Department of Management in the Faculty of Economics and Administrative Sciences at the Baskent University, Ankara, Turkey. She received her PhD in Business Administration from Gazi University, Ankara, Turkey in 2011. She has published several articles, conference proceedings, and book chapters. Dr Ilgaz Sümer is a member of various referee boards of national and international journals. Her

primary research interests are consumer behavior, marketing strategies, international marketing, sales management, digital marketing, and services marketing.

Contents

**Section 1**

**Section 2**

Housing Rental Market

*by Selay Ilgaz Sümer*

*by Hesham O. Dinana*

**Section 3**

*by Takeshi So and Chihiro Shimizu*

Prologue: Marketing in the Modern Age

Insight-Driven Sales Management

**Preface XI**

Introduction **1**

**Chapter 1 3**

Supply Management Practices and Strategies **7**

**Chapter 2 9**

**Chapter 3 23**

**Chapter 4 41**

Sales Management in the New Age **63**

**Chapter 5 65**

**Chapter 6 69**

Introductory Chapter: Purchasing and Supply Management

*by Zulkaif Ahmed Saqib, Khubaib Ahmed Saqib and Jin Ou*

Supply Management of Rental Housing Facilities: Effect of Changes in the Quality of Housing Equipment in the Tokyo

*by Syed Abdul Rehman Khan and Zhang Yu*

Role of Visibility in Supply Chain Management

Sourcing and Manufacturing in the Market Region *by David J. Newlands and Fawaz Baddar Al Hussan*

## Contents


### **Chapter 7 87**

Organizational Capabilities, Value Cocreation, and Marketing Innovation: How Well Are We Prepared to Face Future Challenges? *by Leslier Valenzuela-Fernández and Natacha Peñaloza-Briones*

### **Chapter 8 107**

Empowerment of the Sales Forces in 2000s *by Leslier Maureen Valenzuela Fernández and Francisco Javier Villegas Pinuer*

Preface

Along with developments in technology and globalization movements in recent years, significant changes have occurred in the activities of businesses. These developments have also led to the diversification of consumers' demands and expectations. This situation required the needs of the consumers to be met faster than the competitors. In addition, it has become necessary for companies to attract the attention of consumers in a highly competitive environment. As a result, the importance of sales management and supply management has

In the context of marketing, businesses should plan their activities carefully. At this point, sales management activities and coordination of sales forces are very important. Besides, some of the concepts such as being customer-oriented and creating value, which have become very important in the planning of activities related to sales management, should be taken into consideration. Within the scope of sales management, in addition to organizing sales-related activities, some points related to the training, motivation, and planning of sales forces should be arranged

For most of its history, procurement has been focused primarily on transactional processing, with virtually no strategic decision-making responsibilities. The typical purchasing routine has been simple: receive a requisition from the user, place the purchase order with the supplier, expedite when necessary, and resolve invoice discrepancies. In this process, there was very little room for decision-making such

Today, this is certainly no longer the case, procurement and supply management has evolved into a strategic element in the competitive arsenal of most organizations. There is now a justifiable movement toward centralized control of corporate

within the framework of today's modern perspectives.

spending for compliance, risk management, and cost reduction.

This book is unique! Until now, purchasing and supply management books have had a primarily domestic outlook. However, in this book, important issues related to sales management and supply management are handled with a modern perspective. This book has global vision tied into management principles based on an understanding of the sales management and basic job of purchasing and supply management, as all authors have held high-level positions directing the effort. Distinguished researchers from prestigious universities have written chapters and case studies from real-world events that challenge the

In the end, we would like to thank the contributors/authors of the book for their extraordinary hard work to submit their valuable and innovative work in the form

as supply sourcing and even less discretion.

increased.

brightest minds.
