LEADER 05409nam 2200709 450 001 9910808255003321 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.$01674862 702 $aLe Meunier-FitzHugh$b Leslie Caroline. 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910808255003321 996 $aCreating effective sales and marketing relationships$94039935 997 $aUNINA