Organizing Marketing and Sales: Mastering Contemporary B2B Challenges

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.

Format: Hardback
Length: 368 pages
Publication date: 29 May 2018
Publisher: Emerald Publishing Limited

The prerequisites for efficient and effective marketing and sales organizing have undergone significant transformations. The ongoing internationalization and the proliferation of readily accessible information have facilitated the expansion of customer firms and suppliers across vast geographical regions. Consequently, these entities have become more coordinated and sophisticated in their operations. The increased competence and maturity exhibited by customer firms have profoundly impacted their relationships with suppliers. As a result, there has been a growing emphasis on exploring how business relations can contribute to the creation of value. This presents marketing and sales professionals with a whole new set of organizational challenges.

Organizing Marketing and Sales delves into these evolving dynamics, offering a comprehensive examination of the challenges faced by multinational, multiproduct firms. Through a blend of empirical insights and theoretical perspectives, the book provides valuable case studies that illustrate the intricacies of marketing and sales organization in today's global landscape.

One of the key themes explored in the book is the need for effective coordination and collaboration among customer firms and suppliers. As global operations become increasingly complex, the ability to coordinate activities across different regions, cultures, and business units is crucial for achieving competitive advantage. The book highlights the importance of establishing clear communication channels, developing shared goals and objectives, and fostering a culture of trust and cooperation among stakeholders.

Another theme addressed in Organizing Marketing and Sales is the role of technology in shaping marketing and sales organization. The rapid advancements in digital marketing, customer relationship management, and supply chain management have transformed the way businesses operate and interact with their customers. The book explores how technology can be leveraged to enhance efficiency, improve customer engagement, and streamline supply chain processes.

Furthermore, Organizing Marketing and Sales emphasizes the importance of customer-centricity in marketing and sales organization. In today's highly competitive market, businesses must prioritize the needs and preferences of their customers to succeed. The book provides insights into how customer data can be used to gain a deeper understanding of customer behavior, develop personalized marketing strategies, and create exceptional customer experiences.

In conclusion, Organizing Marketing and Sales is a valuable resource for marketing and sales professionals seeking to navigate the complex terrain of contemporary marketing and sales organization. By addressing the changing prerequisites, the role of technology, and the importance of customer-centricity, the book offers practical insights and strategies that can help organizations achieve sustainable growth and success in today's global marketplace.

Weight: 698g
Dimension: 247 x 176 x 26 (mm)
ISBN-13: 9781787549692