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| Author: | Piercy, F. Lane, N. |
| Title: | Transformation of the traditional salesforce : Imperatives for intelligence, interface and integration |
| Journal: | Journal of Marketing Management
2003 : JUL, VOL. 19:5-6, p. 563-582 |
| Index terms: | SALES STRATEGY CUSTOMER RELATIONS |
| Language: | eng |
| Abstract: | Escalating customer demands for superior value creates pressure to many conventional sales organizations. Functions which bring also pressure to sales organizations are the new business models which are replacing the traditional sales functions, sales processes and old organizational strategies. This article identifies the major challenges for the process by transforming the sales organization towards strategic customer management. |
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