Strategic Sales and Strategic Marketing (Hardcover)

1. Strategic sales and strategic marketing - Nikala Lane 2. Searching for strategy in sales - Nikala Lane 3. Strategic alignment for sales organization transformation - Raymond W. LaForge, Thomas N. Ingram and David W. Cravens 4. Developing a strategic framework of key account performance - Eli Jones, Keith A. Richards, Diane Halstead and Frank Q. Fu 5. The implications of lean operations for sales strategy: from sales-force to marketing-force - Niall Piercy and Nick Rich 6. An enterprise-wide strategic stakeholder approach to sales ethics - Linda Ferrell and O.C. Ferrell 7. Strategic sales organizations: transformation challenges and facilitators within the sales ? marketing interface - Avinash Malshe 8. Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations - Kenneth Le Meunier-FitzHugh and Nikala Lane 9. Strategizing the sales organization - Nikala Lane and Nigel Piercy