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Improving sales and marketing collaboration : a step-by-step guide / Avinash Malshe and Wim Biemans.

By: Contributor(s): Material type: TextTextSeries: Publication details: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, (c)2015.Edition: First editionDescription: 1 online resource (xviii, 187 pages)Content type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781606498033
Subject(s): LOC classification:
  • HF5438 .I477 2015
Online resources: Available additional physical forms:
Contents:
Introduction -- Working together to create value for customers -- Sales and marketing don't always get along -- Taking a look under the hood of the interface -- Mending the rift between sales and marketing -- Assessing your sales-marketing interface -- Challenges to your sales-marketing interface -- Appendix. The sales-marketing huddle: workshop template -- About the authors -- Notes -- References -- Index.
Abstract: In any company, sales and marketing are the two primary business functions that are focused on creating satisfied customers. Because of their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. Unfortunately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, lack of communication, frustration, and sometimes even downright anger and sabotage. Instead of supporting each other in creating superior value for customers, sales and marketing fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction.
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Part of: 2014 digital library.

Preface -- Introduction -- Working together to create value for customers -- Sales and marketing don't always get along -- Taking a look under the hood of the interface -- Mending the rift between sales and marketing -- Assessing your sales-marketing interface -- Challenges to your sales-marketing interface -- Appendix. The sales-marketing huddle: workshop template -- About the authors -- Notes -- References -- Index.

In any company, sales and marketing are the two primary business functions that are focused on creating satisfied customers. Because of their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. Unfortunately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, lack of communication, frustration, and sometimes even downright anger and sabotage. Instead of supporting each other in creating superior value for customers, sales and marketing fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction.

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