TITLE

The Implementation of Business Strategies: Implications for the Sales Function

AUTHOR(S)
Viswanathan, Madhubalan; Olson, Eric M.
PUB. DATE
January 1992
SOURCE
Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p45
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Utilizing existing conceptual frameworks in business unit level strategies and sales management activities, a set of propositions relating the sales department's role in the strategy implementation process has been generated. The focus of this conceptualization is at the functional level with specific attention on management of the sales force relative to three distinctive business unit strategies (Prospector, Differentiated Defender, and Low Cost Defender).
ACCESSION #
6291515

 

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