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Strategizing the sales organization
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Lane, Nikala and Piercy, Nigel F. (2009) Strategizing the sales organization. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 307-322. doi:10.1080/09652540903064886
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Official URL: http://dx.doi.org/10.1080/09652540903064886
Abstract
This paper sets out to provide a managerial framework into which new research findings and company characteristics can be fitted for executives implementing the changes that will develop a strategic sales organization. We propose a framework to identify the important though inter-related issues to be considered by executives in managing the sales organization transformation process. This framework examines two sets of issues: immediate managerial concerns in the strategizing process, and broader organizational consequences. Managerial concerns close to the strategizing process include: involvement in business and marketing strategy decisions; intelligence as a basis for added value; integration of cross-functional contributions to customer value; internal marketing of customer priorities to internal departments and employees; and building the new types of sales organization infrastructure that will support a new strategic role. Broader organizational consequences to consider include: inspiration or leadership at several levels; influence over important issues of strategic direction; integrity in ethical standards and corporate social responsibility initiatives; and, an international perspective on managing sales and customers.
| 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 |
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| Journal or Publication Title: | Journal of Strategic Marketing | ||||
| Publisher: | Routledge | ||||
| ISSN: | 0965-254X | ||||
| Official Date: | 2009 | ||||
| Dates: |
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| Volume: | Vol.17 | ||||
| Number: | No.3-4 | ||||
| Number of Pages: | 16 | ||||
| Page Range: | pp. 307-322 | ||||
| DOI: | 10.1080/09652540903064886 | ||||
| Status: | Peer Reviewed | ||||
| Publication Status: | Published | ||||
| Access rights to Published version: | Restricted or Subscription Access | ||||
| Version or Related Resource: | Lane, Nikala and Piercy, Nigel F. (2010) Strategizing the sales organization. In: Strategic Sales and Strategic Marketing. Routledge, London, UK. ISBN 978-0-415-61451-1 |
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