TY  - BOOK
AU  - Malshe,Avinash
AU  - Biemans,Wim G.
TI  - Improving sales and marketing collaboration: a step-by-step guide 
T2  - Selling and sales force management collection,
AV  - HF5438.4 .M255 2015
U1  - 658.81 23
PY  - 2015///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Sales management
KW  - Marketing
KW  - Management
KW  - sales-marketing relationship
KW  - sales-marketing alignment
KW  - managing sales-marketing interface
KW  - Electronic books
N1  - Part of: 2014 digital library; Includes bibliographical references (pages 179-183) and index; Preface -- Introduction -- Working together to create value for customers -- Sales and marketing don't always get along -- Taking a look under the hood of the interface -- Mending the rift between sales and marketing -- Assessing your sales-marketing interface -- Challenges to your sales-marketing interface -- Appendix. The sales-marketing huddle: workshop template -- About the authors -- Notes -- References -- Index; Access restricted to authorized users and institutions
N2  - In any company, sales and marketing are the two primary business functions that are focused on creating satisfied customers. Because of their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. Unfortunately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, lack of communication, frustration, and sometimes even downright anger and sabotage. Instead of supporting each other in creating superior value for customers, sales and marketing fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction
UR  - https://ebookcentral.proquest.com/lib/bacm-ebooks/detail.action?docID=1881869
ER  -