Marketing Sales Biemans, et. al. 2010, pp. 187, 189 B2B B2B Hidden marketing sales-driven marketing

Marketing & Sales Edmund Jerome McCarthy Basic Marketing Richard D. Irwin, Inc. 4P 4P 4P STP 4P salesforce 4P promotion Sales Management

Marketing Sales Biemans, et. al. 2010, pp. 187, 189 B2B B2B Hidden marketing sales-driven marketing

Marketing & Sales Living apart together Marketing-sales integration Marketing Information Flow Sales Marketing Market research Competitive analysis Strategy development Market segmentation Product development Product positioning Branding Customer communications Packaging Joint Customer prospect selection Product service prioritization Value proposition development customer messaging Pricing Sales forecasting Promotions Sales Account management Personal selling Competitive market intelligence Distributor management Installation After-sales service Merchandising Sales effectiveness programs Information Flow Zolteners, et al. 2010, p. 375 B2C B2B Biemans, et. al. 2010

Low Overlap Situation Largely independent sales and marketing teams High Overlap Situation Highly collaborative sales and marketing teams Marketing Sales Marketing Joint Sales Joint A Sales-Dominant Organization A Marketing-Dominant Organization Marketing Joint Sales Marketing Joint Sales Zolteners, et al. 2010, pp. 376377. Living apart together 4P Representative allocation of responsibilities along a continuum of activities Task is primary responsibility of Product management... Sales management... Customer service... Market research Competitive analysis Product development Product positioning Advertising / consumer communications Packaging Promotions Pricing Account selection Personal selling Channel management Account management Applications development Physical distribution Installation / merchandising After-sale services Cespedes 1996, p. 29.

Marketing & Sales Product management Sales management Customer service Account selection P & G Customer P & G Pull Push Stretegic Marketing P & G Push Multitier Model Pull Customer Consumer Field Sales Field Marketing Consumer Marketing Strategic Marketing Zolteners, et al. 2010, p. 379. Arnett and Wittmann 2014; Homburg and Ove Jensen 2007; Homburg, et al., 2009; Malshe 2009;

Strategic Long-Term Market View Marketing Analysis Process Customer- Focused Product-Focused Segment-Focused Relationships Results Sales Zolteners, et al. 2010, p. 380. Tactical Short-Term Customer View Marsh and Sohi 2009; Le Meunier-FitsHugh 2011; Atteya 2012; Hullamd, et al., 2012 Zolteners, et al. 2010

Marketing & Sales SPA Specialty store retailer of Private label Apparel p. 20 sales sales

4P Promotion Personal Selling p. 46 p. iii p. 123 selling

Marketing & Sales personal selling salesforce Drucker 1974, p. 64. p. 17. selling p. 129 pp. 129130

p. 129

Marketing & Sales p. 11 p. 136

p. 226 STP MM p. 131

Marketing & Sales pp. 10, 14 co-creation of customer value

Marketing & Sales Jordan and Vazzana 2014, p. 44 2016a 2016b

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