| Description |
1 online resource (xiv, 348 pages) : illustrations |
| Contents |
Front Cover; Organizing Marketing and Sales: Mastering Contemporary B2B Challenges; Copyright Page; Contents; About the Authors; Foreword; Part I Introduction: Organizing Marketing and Sales; Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations; Introduction; Value Creation in Contemporary B2B Business; What Kind of Challenges?; A Renewed Toolbox; Improving Efficiency and Effectiveness by Changing Organizational Design; Alfa Laval; Cisco; Improving Efficiency and Effectiveness by Utilizing Information Systems' Foremost IT Tools |
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Tacton Inc.'s Use of IT When Operating SalesThermo-Calc Utilizing IT and Social Media; Improving Efficiency and Effectiveness by Developing Staff Including Methods of Follow-up and Motivation; "Weather Forecast" Developing New KPIs; "Electronic Firm" Developing a System for Recommended Learning Path Training Linked with Job Profiles; Improving Efficiency and Effectiveness by Leadership Development; Car Inc. Improving Efficiency from Outsourcing Sales Activities; Conclusions and Connections to Upcoming Chapters |
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Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB RoboticsIntroduction; Marketing Reorganization in ABB Robotics: Background; General Description of the World Market of Industrial Robots; The Organization of Robotics; Organizational Description; Development of Robotics' Business; Competitors; The Customer Approach of Robotics; Perspectives and Opinions of Employees in the Matrix; The Voice and Situation of an Industrial Segment Manager; The Voice and Situation of an LDU Manager in France; The Voice and Situation of an LDU Manager in China |
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The Voice and Situation of a Factory ManagerThe Voice and Situation of a Factory Support Manager; The Voice and Situation of a Manager of Global Partner Programs; The Voice and Situation of the Manager of Marketing and Communication; The Challenges Indicating Measures to Be Taken; Measures Really Taken: What Happened?; Comments on the Case; Chapter 3 Marketing Organization Research and Ideas Revisited; Introduction; 1991: Achrol's View of New Organizational Forms Adapted to Turbulent Environments; 2000: Homburg et al. Draw Attention to the Customer-focused Marketing Organization |
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2010: Day on the Need for New Marketing Capabilities and Hult Linking Organization Theory and MarketingMarketing Organization Management Issues from 2010: Empirical Observations; New Organizational Circumstances: General Organizational Drivers for Change; Learning from History: Early Marketing Organization Issues; In Parallel: Increased Attention to Marketing Organization Issues in Marketing Management Textbooks; 2015: Continued Interest in Marketing Organization Issues; Adaptation of Business Practice, Marketing Practice and Organization to Business Trends |
| Summary |
Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Online resource; title from PDF title page (EBSCO, viewed May 23, 2018) |
| Subject |
Industrial marketing.
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Sales & marketing.
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BUSINESS & ECONOMICS -- Industrial Management.
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BUSINESS & ECONOMICS -- Management.
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BUSINESS & ECONOMICS -- Management Science.
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BUSINESS & ECONOMICS -- Organizational Behavior.
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Industrial marketing
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| Form |
Electronic book
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| Author |
Andersson, Per, editor
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Axelsson, Björn, editor
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Rosenqvist, Christopher, editor
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| ISBN |
9781787549685 |
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1787549682 |
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9781787549708 |
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1787549704 |
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