Abstract
In the previous chapter we explained how factors relevant to sales should be built into the corporate strategy. The goals for other strategies, e.g. functional, product-relevant or regional, are then derived from the corporate strategy. In practice, we encounter numerous approaches to the interplay of various strategies within the company that are neither logically conceived nor can they be practically implemented with any success. Therefore in the following chapter we want to offer guidance as to how marketing and sales strategies relate to each other and should be developed. While the marketing department should set the goals for the sales strategy, on the other hand these goals require such a highly detailed knowledge of the market that they cannot realistically be developed and disseminated via a top-down process.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Rights and permissions
Copyright information
© 2009 Gabler | GWV Fachverlage GmbH
About this chapter
Cite this chapter
Dannenberg, H., Zupancic, D. (2009). The interrelationship of marketing and sales strategies. In: Excellence in Sales. Gabler. https://doi.org/10.1007/978-3-8349-8782-2_4
Download citation
DOI: https://doi.org/10.1007/978-3-8349-8782-2_4
Publisher Name: Gabler
Print ISBN: 978-3-8349-1006-6
Online ISBN: 978-3-8349-8782-2
eBook Packages: Business and EconomicsBusiness and Management (R0)