Strategizing the sales organization
Lane, Nikala and Piercy, Nigel F.. (2009) Strategizing the sales organization. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 307-322. ISSN 0965-254XFull text not available from this repository.
Official URL: http://dx.doi.org/10.1080/09652540903064886
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
|Journal or Publication Title:||Journal of Strategic Marketing|
|Number of Pages:||16|
|Page Range:||pp. 307-322|
|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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