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SALES AND MARKETING INTEGRATION: A PROPOSED FRAMEWORK.
- Source :
- Journal of Personal Selling & Sales Management; Spring2005, Vol. 25 Issue 2, p113-122, 10p, 2 Diagrams, 1 Chart
- Publication Year :
- 2005
-
Abstract
- In this paper, we identify sales and marketing activities and common impediments to their integration. We then discuss the concept of sales--marketing integration and distinguish it from related concepts such as involvement and communication. Following this, we discuss approaches businesses can use to improve sales--marketing integration as well as their potential costs and drawbacks. The paper concludes with a set of propositions identifying the conditions under which sales--marketing integration has the greatest impact on firm performance. [ABSTRACT FROM AUTHOR]
- Subjects :
- SELLING
MARKETING
SALES culture
BUSINESS planning
FINANCIAL performance
Subjects
Details
- Language :
- English
- ISSN :
- 08853134
- Volume :
- 25
- Issue :
- 2
- Database :
- Complementary Index
- Journal :
- Journal of Personal Selling & Sales Management
- Publication Type :
- Academic Journal
- Accession number :
- 18617596