Introduction: Organizing Marketing and Sales
Organizing Marketing and Sales
ISBN: 978-1-78754-969-2, eISBN: 978-1-78754-968-5
Publication date: 29 May 2018
Citation
(2018), "Introduction: Organizing Marketing and Sales", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, Leeds, p. 1. https://doi.org/10.1108/978-1-78754-968-520181021
Publisher
:Emerald Publishing Limited
Copyright © 2018 Emerald Publishing Limited
This part consists of three chapters addressing the following three broad questions:
- (1)
The first question is “what is going on in contemporary business practices?” We address this by providing some observations of ongoing B2B sales and marketing practices (Chapter 1).
- (2)
The second question is “what does it really mean to manage sales and marketing in practice?” Here we bring in a thick description from a real-world multinational operation to demonstrate the multitude of, often conflicting, requirements and tensions that needs to be addressed in many sales and marketing organizations (Chapter 2).
- (3)
The third question is “which are the generalized developments over time?” This is addressed by a researcher view, based on extant research of overall sales and marketing challenges in the past, present, and future (Chapter 3).
- Prelims
- Part I Introduction: Organizing Marketing and Sales
- Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations
- Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB Robotics
- Chapter 3 Marketing Organization Research and Ideas Revisited
- Part II Sales Management and Organization Revisited
- Chapter 4 Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits
- Chapter 5 Organizing for Sales in VUCA Contexts: The Transformation Process from Products to Solution Sales
- Chapter 6 Business Maneuvering: A Dynamic View of B2B Selling Processes
- Chapter 7 Organizational Balancing: An Integrated View of Sales Management
- Part III Organizing Interactions with Customers
- Chapter 8 The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales
- Chapter 9 Successful and Value-creating Interplay between Buyer and Seller: Organizing Mutuality
- Chapter 10 Potential Business Improvements when Utilizing CRM Tools: and Challenges in Making It Happen
- Chapter 11 The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture
- Part IV Organizing for Business Development and Extended Customer Offerings
- Chapter 12 Outside in — To Capture the In-betweens: Organizing the Sociotechnical Embedding Process of New Technology
- Chapter 13 Creating and Delivering Sustainable Customer Solutions: On Organizing Capabilities in the Era of Servitization
- Chapter 14 Marketing and Sales in Ambidextrous Organizations: Organizational Challenges from Digitalization?
- Part V New Perspectives on Marketing Organizing Processes
- Chapter 15 Toward a Conceptual Model for Analyzing Marketing Reorganization and Transition Processes
- Chapter 16 Organizing Marketing and Sales in a Networked Business World
- Chapter 17 Brand Orientation as a Method to Inspire, Change Culture, and Lead the Implementation of Solutions Business
- Chapter 18 Future Studies of Marketing and Sales Organization
- References
- Index