Skip to main content

Transformation of the Traditional Salesforce: Imperatives for Intelligence, Interface and Integration

Buy Article:

$47.00 plus tax (Refund Policy)

Many conventional sales organizations are under intense pressure from escalating customer demands for superior value, accompanied by the emergence of new business models that replace some traditional sales functions and processes (e.g., Internet-based direct channels, Customer Relationship Management technology), and new organizational strategies to partner with major customers (e.g., key account management and global account management). While this scenario suggests continued down-sizing and closure of conventional sales operations, particularly those with primarily order taking roles, it also identifies a major opportunity for the evolution of the conventional sales organization towards a strategic customer management role. Underpinning this role are three major issues: new ways of leveraging of intelligence to provide added-value for major customers, better management of the interfaces between sales and other parts of the organization to identify new value-creating opportunities; and, the integration of all processes and activities that impact on a company's ability to deliver seamless and superior value to customers. We identify the major challenges for marketing and sales executives to address in transforming the sales organization towards strategic customer management.
No Reference information available - sign in for access.
No Citation information available - sign in for access.
No Supplementary Data.
No Data/Media
No Metrics


Document Type: Research Article

Publication date: 2003-06-01

More about this publication?
  • Access Key
  • Free content
  • Partial Free content
  • New content
  • Open access content
  • Partial Open access content
  • Subscribed content
  • Partial Subscribed content
  • Free trial content
Cookie Policy
Cookie Policy
Ingenta Connect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more