Author : Nikala Lane
Publisher : Routledge
ISBN 13 : 1317982282
Total Pages : 147 pages
Book Rating : 4.3/5 (179 download)
Book Synopsis Strategic Sales and Strategic Marketing by : Nikala Lane
Download or read book Strategic Sales and Strategic Marketing written by Nikala Lane and published by Routledge. This book was released on 2013-10-18 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.