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The strategic sales organization – is sales the new marketing?
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Piercy, Nigel F. and Lane, Nikala (2008) The strategic sales organization – is sales the new marketing? Marketing Review St. Gallen (No.3). pp. 6-10. ISSN 1865-6544.
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Abstract
Strategic sales management focuses on the investment choices faced in the customer portfolio. Working crossfunctionally to deliver superior customer value is becoming a critical capability for those who manage the "front-end" of a company, however this role is designated. New roles and contributions by the sales organization will require new capabilities and change in management processes and structures in the sales organization.
Item Type: | Journal Article | ||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Operational Research & Management Sciences Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Marketing Review St. Gallen | ||||
Publisher: | Springer Gabler | ||||
ISSN: | 1865-6544 | ||||
Official Date: | 2008 | ||||
Dates: |
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Number: | No.3 | ||||
Page Range: | pp. 6-10 | ||||
Status: | Not Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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