The changing role of sales: viewing sales as a strategic, cross-functional process
| dc.contributor.author | Storbacka, Kaj | - |
| dc.contributor.author | Ryals, Lynette | - |
| dc.contributor.author | Davies, Iain A. | - |
| dc.contributor.author | Nenonen, S. | - |
| dc.date.accessioned | 2012-05-10T23:01:33Z | |
| dc.date.available | 2012-05-10T23:01:33Z | |
| dc.date.issued | 2009-07-01T00:00:00Z | - |
| dc.description.abstract | Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business- to-business context. This paper aims to report on four case studies that illustrate how sales is changing. Design/methodology/approach – The case studies involve large global companies who were changing their existing sales process to adapt to changing circumstances. The organizations comprised four global industries: construction, power solutions, building technology, and electronics and software. Findings – The results demonstrate that sales is changing in three interrelated aspects: from a function to a process; from an isolated activity to an integrated one; and is becoming strategic rather than operational. Originality/value – The results suggest that changes in the role of sales will affect sales processes and the way that the sales function liaises with other depa | en_UK |
| dc.identifier.citation | Kaj Storbacka, Lynette Ryals, Iain Davies, Suvi Nenonen, The changing role of sales: viewing sales as a strategic, cross-functional process. European Journal of Marketing, Volume 43, Number 7/8, pages 890-906 | - |
| dc.identifier.issn | 0309-0566 | - |
| dc.identifier.uri | http://dx.doi.org/10.1108/03090560910961443 | - |
| dc.identifier.uri | http://dspace.lib.cranfield.ac.uk/handle/1826/3695 | |
| dc.language.iso | en_UK | - |
| dc.publisher | Emerald Group Publishing Limited | en_UK |
| dc.subject | Case studies | en_UK |
| dc.subject | Change management | en_UK |
| dc.subject | Sales | en_UK |
| dc.subject | Sales force | en_UK |
| dc.subject | Sales strategies | en_UK |
| dc.title | The changing role of sales: viewing sales as a strategic, cross-functional process | en_UK |
| dc.type | Article | - |