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Strategic Sales and Strategic Marketing

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account
Behavior Based Control System
business-to-business sales
Category=KC
Category=KJC
Category=KJMV7
Category=KJS
customer
Customer Equity
Customer Equity Drivers
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
equity
Firm's Customer Orientation
force
functions
Hr Chally
key
key account management
Key Account Programme
Kon
Kon Manager
Large UK Organisation
Lean Company
management
Market Intelligence System
Market Orientated Organisations
Market Orientation
Market Orientation Approach
market orientation strategies
organization
practice
relationship
Relationship Equity
Sales Channel Strategy
sales ethics
Sales Management Practice
Sales Marketing Interface
sales marketing organisational alignment
Sales Organization
sales transformation
stakeholder approach
Strategic Account Management
Strategic Marketing
Strategic Sales
Strategic Sales Organization

Product details

  • ISBN 9780415614511
  • Weight: 440g
  • Dimensions: 174 x 246mm
  • Publication Date: 02 Dec 2010
  • Publisher: Taylor & Francis Ltd
  • Publication City/Country: GB
  • Product Form: Hardback
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Description

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.

About
Dr Nikala Lane is Associate Professor in Marketing and Strategy at Warwick Business School, the University of Warwick, UK. She was previously at Cardiff University as Senior Research Associate. She has published widely on management, marketing and sales topics and is co-author of Strategic Customer Management (Oxford University Press, 2009).