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| Author: | Malshe, A. |
| Title: | Strategic sales organizations: transformation challenges and facilitators within the sales-marketing interface |
| Journal: | Journal of Strategic Marketing
2009 : JUN-AUG, VOL. 17:3-4, p. 271-289 |
| Index terms: | marketing organizational change sales |
| Language: | eng |
| Abstract: | As business firms embrace the emerging strategic sales organizations, they need to be mindful of the intra-organizational factors that may facilitate or challenge this transformation and its related strategic imperatives. This study highlights the similarities and differences in sales and marketing personnel's perceptions about the role they and their counterparts may play in the strategic process. It then brings forth the 'role-related' and 'process-related' factors that may facilitate and challenge strategic imperatives associated with the new sales paradigm. The article thus highlights the nuances of the role expectations within the sales-marketing interface, and its impact on strategic imperatives that may determine the company's movement toward a strategic customer management philosophy. |
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