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- Sales is a strategic issue
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1. The changing role of salespeople
- Prof. Bill Donaldson
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2. Strategic customer management: sales is a strategic issue
- Prof. Nigel Piercy
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3. Understanding the sales process: selling in the 21st century
- Mr. Harry Macdivitt
- Sales and marketing drive customer value
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4. Ending the war between sales and marketing
- Mr. Andrew Turnbull
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5. Clarifying the roles of marketing and sales
- Dr. Kenneth Le Meunier-FitzHugh
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6. World class key account management
- Prof. Lynette Ryals
- Sales performance improvement is the priority
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7. Understanding the link with Customer Relationship Management (CRM)
- Dr. Pravin Balaraman
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8. Sales force performance management
- Dr. Régis Lemmens
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9. How sales and sales management are changing
- Ms. Beth Rogers
Printable Handouts
Navigable Slide Index
- Introduction
- Sales and marketing - definitions
- The war between sales and marketing
- Target audiences
- Relationship marketing
- The reality
- Corporate performance
- Best practice enhances joint performance
- Economic, cultural and personal frictions
- Economic friction
- Cultural friction
- Relationship types
- Developing links
- The buying funnel
- 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
Talk Citation
Turnbull, A. (2010, March 31). Ending the war between sales and marketing [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved September 1, 2024, from https://doi.org/10.69645/TERI1111.Export Citation (RIS)