Purpose – Despite the necessity of close integration between marketing and sales, managers report less than …. Findings – The research finds that conflicts between marketing and sales are driven by differences in beliefs about the valid … sales and marketing, provide sales with a strategic voice, and attend to structural issues that drive the two functions …

Changes in market conditions and trends often point to the need for changes in the marketing approaches being used … shortcomings of marketing approaches and vehicles developed in and for earlier times. Corporations are being forced to re … changes call for the development and use of newer sales and marketing tools. Call centers belong to a new breed of potent …

Purpose – This study aims to assess the impact of a JIT‐selling strategy on organizational structure by generally … managers surveyed by Germain et al. this research draws on data from manufacturing executives with marketing responsibilities …. More importantly, a major limitation of the earlier research, use of a single‐item scale measurement of the JIT‐selling …

/value – The article shows that these are the first books on selling and salesmanship – or on any other marketing topic – known to …Purpose – This article seeks to bring two hitherto neglected Polish language texts on selling and salesmanship to the … attention of marketing historians. In contrast to Bartels' seminal work, this research aims to show that early marketing writing …

attention in the selling, sales management, and bank marketing literature. Suggests that the study makes a contribution, because … which data were collected using a new set of scales that measure traits, selling strategies, and compliance‐gaining tactics … factors that affect the selling process. It also determines several significant and meaningful relationships. Discusses …

Technological and market changes make it increasingly difficult to manage marketing organizations and programs. These … changes have affected how products and services are taken to market and how marketing and sales should be organized and … managed. Describes the Marketing Opportunity Quiz, which has been developed for use with top management and marketing …

marketing planning practices. Often practices, if they exist at all, are founded on traditional industry practices and … experiences which may not be suitable when translated into use with small businesses. Often the result is inadequate marketing and … business failure. The need exists to increase the awareness of small firms to the importance of a planned approach to marketing …