search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Storbacka, K. (et al.) |
| Title: | The changing role of sales: Viewing sales as a strategic, cross-functional process |
| Journal: | European Journal of Marketing
2009 : VOL. 43:7/8, p. 890-906 |
| Index terms: | marketing sales salespeople strategy change management industries case studies international companies |
| Language: | eng |
| Abstract: | This paper aims at reporting on four case studies illustrating how sales is changing in a business-to-business context in organizations comprising four global industries: building technology, construction, power solutions, and electronics and software. The large global companies were changing their existing sales process in adapting to changing circumstances. It is shown that sales is changing in three interrelated aspects: from a function to a process, from an isolated activity to an integrated one, and is becoming strategic rather than operational. It is suggested that changes in the role of sales will affect sales processes and the way that the sales function is connected with other departments. |
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