Strategic relevance of the marketing-sales interface / guest editor: Paul Matthyssens.

Format:

Book

Contributor:

Matthyssens, Paul.

Series:

Journal of Business & Industrial Marketing ; 21, no. 6

Language:

English

Subjects (All):

Sales.

Industrial marketing.

Physical Description:

1 online resource (72 p.)

Edition:

1st ed.

Place of Publication:

Bradford, England : Emerald Group Publishing, c2006.

Language Note:

English

Summary:

This e-book focuses on interfunctional coordination in general, and the marketing-sales interface in specific. The guest-editor has produced an edition that pinpoints the relevance of interdepartmental coordination in reaching a marketing orientation, whilst recognizing that the marketing-sales interface is not always optimal and warrants more attention by academic researches and managers.

Contents:

Cover; Contents; Guest editorial; Marketing and sales: optimization of a neglected relationship; A study of relationship effectiveness between marketing and sales managers in business markets; Customer-initiated influence tactics in sales and marketing activities; Strategic account management: customer value creation through customer alignment; Cultural frames that drive sales and marketing apart: an exploratory study; The three key linkages: improving the connections between marketing and sales; Executive summary and implications for managers and executives;

Notes:

Description based upon print version of record.

ISBN:

1-280-73752-2

9786610737529

1-84663-153-X

OCLC:

86108003

Publisher Number:

9781846631528