LEADER 05409nam 2200709 450 001 9910787363103321 005 20230912143427.0 010 $a1-60649-859-2 035 $a(CKB)3710000000341896 035 $a(OCoLC)900878628 035 $a(CaPaEBR)ebrary11007930 035 $a(CaBNVSL)swl00404629 035 $a(Au-PeEL)EBL2189476 035 $a(CaPaEBR)ebr11007930 035 $a(CaONFJC)MIL697329 035 $a(OCoLC)903609693 035 $a(Au-PeEL)EBL3002869 035 $a(OCoLC)928191269 035 $a(CaSebORM)9781606498583 035 $a(MiAaPQ)EBC2189476 035 $a(MiAaPQ)EBC3002869 035 $a(EXLCZ)993710000000341896 100 $a20150126d2015 fy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $2rdacontent 182 $2rdamedia 183 $2rdacarrier 200 10$aCreating effective sales and marketing relationships /$fKenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh 205 $aFirst edition. 210 1$aNew York, New York (222 East 46th Street, New York, NY 10017) :$cBusiness Expert Press,$d2015. 215 $a1 online resource (120 p.) 225 1 $aSelling and sales management collection,$x2161-8917 311 $a1-60649-858-4 320 $aIncludes bibliographical references (pages 87-95) and index. 327 $a1. The sales and marketing interface -- Creating customer value -- Operation of the sales and marketing interface -- Collaboration verses integration -- The changing role of sales -- The changing role of marketing -- 2. Crises in working relationships between sales and marketing -- Growth or conflict -- Barriers to collaboration -- Organizational barriers -- Location barriers -- Inconsistent processes -- Competing for resources and budgets -- Informational constraints -- Outcomes of conflict between sales and marketing -- 3. Alignment and effective working relationships in lead generation -- Aligning sales and marketing -- Process alignment -- Lead generation and the sales funnel -- Consultative selling -- Effects of e-marketing -- Selling direct through the web -- How should sales and marketing work together? -- 4. How should sales and marketing -- What is communication? -- Building market information systems -- Joint planning -- Communicating with the customer -- New product development -- 5. The role of sales and marketing in customer relationships -- Customer focus and relationship building -- Trust between buyers and sellers -- Value co-creation -- 6. Managing the sales and marketing interface -- Motivating collaboration -- Integration mechanisms -- Cross-functional meetings and joint planning -- Cross-functional teams -- Cross-functional training -- Job rotation -- Rewards alignment -- 7. Optimizing the sales and marketing interface -- Structure and process -- The role of learning in collaborative behavior -- Customer value -- Practical integration -- Management role -- Five key points in the sales and marketing collaboration -- References -- Index. 330 3 $aThe aim of this book is to discuss how corporate sales and marketing functions can operate collaboratively. Although effective sales and marketing interactions are critical to achieving organizational goals, their practical working relationship is frequently described as being unsatisfactory. Sales and marketing have developing their own perceptions of what should be achieved and how it can be realized. Because of the differences that exist between sales and marketing, the exploration of the issues and possible solutions to the sales and marketing dilemma offers an exciting opportunity for practitioners and academics, both in the context of management, and training and development programs, to deliver superior customer value. We will explore how sales and marketing can become more competitive in the face of dynamic and borderless markets, where lead generation is less important than building long-term relationships with customers. The book considers the follow areas related to the sales and marketing interface: How the crises in the sales and marketing interface became established. How alignment between sales and marketing can be achieved in lead generation. Consideration of the formal and informal methods of communication that can assist in establishing inter-functional collaboration. How collaboration between sales and marketing can improve customer relationships. The role of senior management in improving sales and marketing working relationships, and the optimization of the sales and marketing interface. 410 0$aSelling and sales management collection.$x2161-8917 606 $aSales management 606 $aMarketing$xManagement 610 $aSales 610 $aMarketing 610 $aConflict 610 $aCollaboration 610 $aManagement 610 $aCommunication 610 $aLead Generation 610 $aResources 610 $aValue Creation 610 $aCompetitive Advantage 615 0$aSales management. 615 0$aMarketing$xManagement. 676 $a658.81 700 $aLe Meunier-FitzHugh$b Kenneth.$01516289 702 $aLe Meunier-FitzHugh$b Leslie Caroline. 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910787363103321 996 $aCreating effective sales and marketing relationships$93752671 997 $aUNINA LEADER 03163nam 22005295 450 001 9910255454203321 005 20251225205513.0 010 $a3-319-63917-X 024 7 $a10.1007/978-3-319-63917-8 035 $a(CKB)4100000001794978 035 $a(DE-He213)978-3-319-63917-8 035 $a(MiAaPQ)EBC5224853 035 $a(PPN)223957585 035 $a(EXLCZ)994100000001794978 100 $a20180116d2017 u| 0 101 0 $aeng 135 $aurnn|008mamaa 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aBig Data and Visual Analytics /$fedited by Sang C. Suh, Thomas Anthony 205 $a1st ed. 2017. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2017. 215 $a1 online resource (X, 263 p. 27 illus., 10 illus. in color.) 311 08$a3-319-63915-3 320 $aIncludes bibliographical references at the end of each chapters and index. 327 $aInformation visualization -- Data analytics -- Visual analytics -- Intelligent information systems -- Business analytics,- Virtual data machine -- Big data architecture -- Security of big data -- Big data applications -- Tensor-based computation and modeling -- High performance computing cluster -- Big data technologies. 330 $aThis book provides users with cutting edge methods and technologies in the area of  big data and visual analytics, as well as an insight to the big data and data analytics research conducted by world-renowned researchers in this field. The authors present comprehensive educational resources on big data and visual analytics covering state-of-the art techniques on data analytics, data and information visualization, and visual analytics. Each chapter covers  specific topics related to big data and data analytics as virtual data machine, security of  big data, big data applications, high performance computing cluster, and big data implementation techniques. Every chapter includes a description of an unique contribution to the area of big data and visual analytics. This book is a valuable resource for researchers and professionals working in the area of big data, data analytics, and information visualization. Advanced-level students studying computer science will also find this book helpful as a secondary textbook or reference. 606 $aComputer networks 606 $aArtificial intelligence 606 $aInformation visualization 606 $aComputer Communication Networks 606 $aArtificial Intelligence 606 $aData and Information Visualization 615 0$aComputer networks. 615 0$aArtificial intelligence. 615 0$aInformation visualization. 615 14$aComputer Communication Networks. 615 24$aArtificial Intelligence. 615 24$aData and Information Visualization. 676 $a005.7 702 $aSuh$b Sang C$4edt$4http://id.loc.gov/vocabulary/relators/edt 702 $aAnthony$b Thomas$4edt$4http://id.loc.gov/vocabulary/relators/edt 906 $aBOOK 912 $a9910255454203321 996 $aBig Data and Visual Analytics$92514978 997 $aUNINA