(2018), "Sales Management and Organization Revisited", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, p. 75. https://doi.org/10.1108/978-1-78754-968-520181020Download as .RIS
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This section consists of four chapters addressing the following broad questions:
What happens with sales practice, especially in explaining the value of the offering, when a service-dominant logic comes more in the forefront? We address this by looking into the contribution from the value-based selling concept (Chapter 4).
What happens in sales and marketing in real-world organizations when doing a transformation from product to solution sales? Here we look into a thick description from a real-world context (Chapter 5).
Do we need to radically rethink sales processes when considering the above processes? We look into texts on how to design the sales process in complex and dynamic business settings, which will result in the presentation of a unique conceptual view to sales processes (Chapter 6).
Will there be a different kind of balancing act between organizational designs and freedom of acting for individuals? Here we utilize a number of best practice cases to develop a framework for key factors in understanding such balancing (Chapter 7).
- Part I Introduction: Organizing Marketing and Sales
- Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations
- Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB Robotics
- Chapter 3 Marketing Organization Research and Ideas Revisited
- Part II Sales Management and Organization Revisited
- Chapter 4 Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits
- Chapter 5 Organizing for Sales in VUCA Contexts: The Transformation Process from Products to Solution Sales
- Chapter 6 Business Maneuvering: A Dynamic View of B2B Selling Processes
- Chapter 7 Organizational Balancing: An Integrated View of Sales Management
- Part III Organizing Interactions with Customers
- Chapter 8 The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales
- Chapter 9 Successful and Value-creating Interplay between Buyer and Seller: Organizing Mutuality
- Chapter 10 Potential Business Improvements when Utilizing CRM Tools: and Challenges in Making It Happen
- Chapter 11 The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture
- Part IV Organizing for Business Development and Extended Customer Offerings
- Chapter 12 Outside in — To Capture the In-betweens: Organizing the Sociotechnical Embedding Process of New Technology
- Chapter 13 Creating and Delivering Sustainable Customer Solutions: On Organizing Capabilities in the Era of Servitization
- Chapter 14 Marketing and Sales in Ambidextrous Organizations: Organizational Challenges from Digitalization?
- Part V New Perspectives on Marketing Organizing Processes
- Chapter 15 Toward a Conceptual Model for Analyzing Marketing Reorganization and Transition Processes
- Chapter 16 Organizing Marketing and Sales in a Networked Business World
- Chapter 17 Brand Orientation as a Method to Inspire, Change Culture, and Lead the Implementation of Solutions Business
- Chapter 18 Future Studies of Marketing and Sales Organization