Improving Sales and Marketing Collaboration: A Step-by-Step Guide - Couverture souple

Malshe, Avinash; Biemans, Wim

 
9781606498026: Improving Sales and Marketing Collaboration: A Step-by-Step Guide
Couverture souple
ISBN 10 : 1606498029 ISBN 13 : 9781606498026
Editeur : Business Expert Press, 2014

Synopsis

Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. UnfortuÂnately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, frustration, and sometimes sabotage. Instead of supporting each other in creating superior value for customers, they often fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction. Improving Sales and Marketing Collaboration offers the first comprehensive perspective on the functioning of sales-marketing interfaces in business to business (B2B) companies. We explore their complementary roles in creating superior value for customers, problems that occur, the underlying causes of these problems, and potential solutions. These solutions are accompanied by a series of tools that managers can use to diagnose their sales-marketing interface and develop appropriate approaches to improve this relationship. Additionally, the book discusses a number of challenges that companies encounter and the impacts on their sales-marketing interfaces. The discussions and tools presented in this book provide managers with a deep underÂstanding of this critical interface, allowing them to apply these insights to improve their sales-marketing interface, which helps them create superior value for customers.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos des auteurs

Minneapolis, MN; Associate Professor of Marketing; Opus College of Business at the University of St Thomas

Netherlands; Associate Professor of Marketing & Innovation at the faculty of Economics & Business; University of Groningen

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Business Expert Press
Date d'édition
2014
Langue
anglais
ISBN 10 
1606498029
ISBN 13 
9781606498026
Reliure
Broché
Nombre de pages
120
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Allemagne