Lane, Nikala. (2009) Searching for strategy in sales. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 191-197. ISSN 0965-254X

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Abstract

This issue of the journal contains seven separate contributions to the debate regarding the emergence and characteristics of the strategic sales organization. The papers published here move the strategic sales issue from the generalized prescription of a more strategic approach to sales, to more specific analyses of critical topics: the strategic realignment needed for effective organizational change; the need to capture key account performance as a basis for making strategic choices; the impact of the leaning of operations and lean enterprises spanning value chains on buyer–seller relationships; the need to locate sales ethics in an enterprise-wide ethics system that represents a company's key values and its undertakings to stakeholders; the importance of accommodating marketing/sales interface issues in the transformation process; and, focusing on the processes of strategizing the traditional sales organization for the new type of role it is expected to play.

Item Type:	Journal Article
Subjects:	H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	Journal of Strategic Marketing
Publisher:	Routledge
ISSN:	0965-254X
Book Title:	Strategic sales and strategic marketing
Official Date:	2009
Volume:	Vol.17
Number:	No.3-4
Number of Pages:	7
Page Range:	pp. 191-197
Identification Number:	10.1080/09652540903064639
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access
Version or Related Resource:	Lane, N. Searching for strategy in sales. Strategic sales and strategic marketing. Ed. Lane, N. London: Routledge, 2011. Chapter 2.
URI:	http://wrap.warwick.ac.uk/id/eprint/43841

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