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Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. 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. |
| Record Nr. | UNINA-9910460384003321 |
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. 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. |
| Record Nr. | UNINA-9910787363103321 |
|
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh
| Creating effective sales and marketing relationships / / Kenneth Le Meunier-FitzHugh, Leslie Caroline Le Meunier-FitzHugh |
| Autore | Le Meunier-FitzHugh Kenneth |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (120 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales management collection |
| Soggetto topico |
Sales management
Marketing - Management |
| Soggetto non controllato |
Sales
Marketing Conflict Collaboration Management Communication Lead Generation Resources Value Creation Competitive Advantage |
| ISBN | 1-60649-859-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. 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. |
| Record Nr. | UNINA-9910808255003321 |
|
Le Meunier-FitzHugh Kenneth
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||