Creating effective sales and marketing relationships /
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| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York, New York (222 East 46th Street, New York, NY 10017) :
Business Expert Press,
2015.
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| Edition: | First edition. |
| Series: | Selling and sales management collection.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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Table of Contents:
- 1. The sales and marketing interface
- Creating customer value
- Operation of the sales and marketing interface
- Collaboration verses integration
- The changing role of sales
- The changing role of marketing
- 2. Crises in working relationships between sales and marketing
- Growth or conflict
- Barriers to collaboration
- Organizational barriers
- Location barriers
- Inconsistent processes
- Competing for resources and budgets
- Informational constraints
- Outcomes of conflict between sales and marketing
- 3. Alignment and effective working relationships in lead generation
- Aligning sales and marketing
- Process alignment
- Lead generation and the sales funnel
- Consultative selling
- Effects of e-marketing
- Selling direct through the web
- How should sales and marketing work together?
- 4. How should sales and marketing
- What is communication?
- Building market information systems
- Joint planning
- Communicating with the customer
- New product development
- 5. The role of sales and marketing in customer relationships
- Customer focus and relationship building
- Trust between buyers and sellers
- Value co-creation
- 6. Managing the sales and marketing interface
- Motivating collaboration
- Integration mechanisms
- Cross-functional meetings and joint planning
- Cross-functional teams
- Cross-functional training
- Job rotation
- Rewards alignment
- 7. Optimizing the sales and marketing interface
- Structure and process
- The role of learning in collaborative behavior
- Customer value
- Practical integration
- Management role
- Five key points in the sales and marketing collaboration
- References
- Index.