To read this content please select one of the options below:

Contemporary Developments and Challenges in Sales Organizations: Some Observations

Organizing Marketing and Sales

ISBN: 978-1-78754-969-2, eISBN: 978-1-78754-968-5

Publication date: 29 May 2018

Abstract

The purpose of this chapter is to set the stage for the rest of the book. It is based on a number of interesting observations illustrating contemporary activities in regard to a broad range of sales-related topics. Among other observations are a number of developments that have followed with digitalization.

The chapter presents the core themes of the book and provides rationales for the choices. The themes are: value-based offerings, solution-oriented business, and on-going efforts of organizing to manage the multitude of issues connected to sales and marketing.

A second issue is the presentation of a framework against which to position important core issues in sales management. This includes aspects of organizational design, leadership, technology support, and more. All these are organized into four main categories. This “map” is utilized to position the coming parts and chapters.

Keywords

Citation

Axelsson, B. (2018), "Contemporary Developments and Challenges in Sales Organizations: Some Observations", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, Bingley, pp. 3-22. https://doi.org/10.1108/978-1-78754-968-520181001

Publisher

:

Emerald Publishing Limited

Copyright © 2018 Emerald Publishing Limited