Conflicts between marketing and sales functions concerning customer acquisition process in business-to-business firms hurt profits. Marketing claims that sales disregards qualified leads; sales questions lead quality. To address such conflicts and avoid threats to profits, we consider several...

Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.

Strategic and organizational relationship - classification of product management and sales -- Product management -- Sales management -- Customer contact and sales conversation (sales psychology and customer experience).