The changing role of sales viewing sales as a strategic, crossfunctional process

Purpose Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twentyfirst century, there is little academic research charting new directions for the sales function in a businesstobusiness context. This paper aims to report on four case studies th...

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Veröffentlicht in:	European journal of marketing 2009-07, Vol.43 (7/8), p.890-906
Hauptverfasser:	Storbacka, Kaj, Ryals, Lynette, Davies, Iain A., Nenonen, Suvi
Format:	Artikel
Sprache:	eng
Schlagworte:	Case studies Change management Sales Sales force Sales strategies
Online-Zugang:	Volltext
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