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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
- Agenda
- Importance of marketing and sales interface (1)
- Importance of marketing and sales interface (2)
- The change in marketing and sales relationship
- The marketing and sales relationship
- Issues in the marketing and sales interface
- What types of problems exist? (1)
- What types of problems exist? (2)
- Pressure points between marketing and sales
- How can these pressure points be reduced? (1)
- How can these pressure points be reduced? (2)
- Effects of reduced tension
- Creating superior performance
- Need to change
- Why should marketing and sales integrate? (1)
- Why should marketing and sales integrate? (2)
- What is integration?
- Why is integration important?
- Why integrate?
- Collaboration instead of integration
- Successful collaboration
- What effects collaboration?
- Conflict between groups
- Role of senior management
- Role of senior management - setting goals
- Role of senior management - conclusions
- Communications (1)
- Communications (2)
- The value of knowledge
- Implications of collaboration (1)
- Implications of collaboration (2)
- Guidance for senior managers
- Conclusions
- Thank you
- References
Topics Covered
- Exploring the sales and marketing relationship
- Historically sales and marketing have been seen as a single functional area, but they have developed very different specialist skills, perspectives and cultures
- Problems in the sales and marketing relationship
- How to improve collaboration between sales and marketing
- The importance of the sales and marketing interface in creating superior business performance
Talk Citation
Le Meunier-FitzHugh, K. (2010, March 31). Clarifying the roles of marketing and sales [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved September 1, 2024, from https://doi.org/10.69645/MTVA9890.Export Citation (RIS)