• Sales is a strategic issue
• 33 min
  1. The changing role of salespeople

  • Prof. Bill Donaldson
• 41 min
  2. Strategic customer management: sales is a strategic issue

  • Prof. Nigel Piercy
• 53 min
  3. Understanding the sales process: selling in the 21st century

  • Mr. Harry Macdivitt
• Sales and marketing drive customer value
• 28 min
  4. Ending the war between sales and marketing

  • Mr. Andrew Turnbull
• 36 min
  5. Clarifying the roles of marketing and sales

  • Dr. Kenneth Le Meunier-FitzHugh
• 51 min
  6. World class key account management

  • Prof. Lynette Ryals
• Sales performance improvement is the priority
• 41 min
  7. Understanding the link with Customer Relationship Management (CRM)

  • Dr. Pravin Balaraman
• 51 min
  8. Sales force performance management

  • Dr. Régis Lemmens
• 36 min
  9. How sales and sales management are changing

  • Ms. Beth Rogers

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Sales and marketing - definitions
3. The war between sales and marketing
4. Target audiences
5. Relationship marketing
6. The reality
7. Corporate performance
8. Best practice enhances joint performance
9. Economic, cultural and personal frictions
10. Economic friction
11. Cultural friction
12. Relationship types
13. Developing links
14. The buying funnel
15. Conclusions

Topics Covered

• Sales and marketing defined
• Mutual understanding and teamwork
• Strategic focus
• Target audiences and communication channels
• Relationships and cooperation
• Shared experiences and added value
• Enhanced performances
• Barriers to success
• Role exploration
• Economic, cultural and personal friction
• Relationship types
• Developing links
• The buying funnel

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010