Strategic Sales and Strategic Marketing

Business & Finance
Cover of the book Strategic Sales and Strategic Marketing by , Taylor and Francis
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Author: ISBN: 9781317982272
Publisher: Taylor and Francis Publication: October 18, 2013
Imprint: Routledge Language: English
Author:
ISBN: 9781317982272
Publisher: Taylor and Francis
Publication: October 18, 2013
Imprint: Routledge
Language: English

There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.

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