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Book cover for Organizing Marketing and Sales: Mastering Contemporary B2B Challenges

Organizing Marketing and Sales: Mastering Contemporary B2B Challenges

Published: 29 May 2018
10.1108/9781787549685
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

References

Published: 29 May 2018
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Prelims

Published: 29 May 2018
10.1108/978-1-78754-968-520181030
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Introduction: Organizing Marketing and Sales

Published: 29 May 2018
10.1108/978-1-78754-968-520181021
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Contemporary Developments and Challenges in Sales Organizations: Some Observations

Published: 29 May 2018
10.1108/978-1-78754-968-520181001
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Marketing Reorganization in a Globalized Market: The Case of ABB Robotics

Published: 29 May 2018
10.1108/978-1-78754-968-520181002
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Marketing Organization Research and Ideas Revisited

Published: 29 May 2018
10.1108/978-1-78754-968-520181003
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Sales Management and Organization Revisited

Published: 29 May 2018
10.1108/978-1-78754-968-520181020
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits

Published: 29 May 2018
10.1108/978-1-78754-968-520181004
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Organizing for Sales in VUCA Contexts: The Transformation Process from Products to Solution Sales

Published: 29 May 2018
10.1108/978-1-78754-968-520181005
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Business Maneuvering: A Dynamic View of B2B Selling Processes

Published: 29 May 2018
10.1108/978-1-78754-968-520181006
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Organizational Balancing: An Integrated View of Sales Management

Published: 29 May 2018
10.1108/978-1-78754-968-520181007
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Organizing Interactions with Customers

Published: 29 May 2018
10.1108/978-1-78754-968-520181022
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales

Published: 29 May 2018
10.1108/978-1-78754-968-520181009
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Successful and Value-creating Interplay between Buyer and Seller: Organizing Mutuality

Published: 29 May 2018
10.1108/978-1-78754-968-520181010
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Potential Business Improvements when Utilizing CRM Tools: and Challenges in Making It Happen

Published: 29 May 2018
10.1108/978-1-78754-968-520181011
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture

Published: 29 May 2018
10.1108/978-1-78754-968-520181012
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Organizing for Business Development and Extended Customer Offerings

Published: 29 May 2018
10.1108/978-1-78754-968-520181023
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Outside in — To Capture the In-betweens: Organizing the Sociotechnical Embedding Process of New Technology

Published: 29 May 2018
10.1108/978-1-78754-968-520181013
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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Book Chapter

Creating and Delivering Sustainable Customer Solutions: On Organizing Capabilities in the Era of Servitization

Published: 29 May 2018
10.1108/978-1-78754-968-520181014
EISBN: 978-1-78754-968-5
ISBN: 978-1-78754-969-2
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