The organization for roadmap sales & marketing
Roadmap sales & marketing is a medium- to long-term solution sales & marketing conducted by teams. Compared to one off sales & marketing, the sales scale will be dozens of times. As a result, Company X changed its sales & marketing strategy from improving the efficiency of one-time s...
| Published in: | Annals of Business Administrative Science |
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| Main Author: | |
| Format: | Article |
| Language: | English |
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Global Business Research Center
2023-03-01
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| Subjects: | |
| Online Access: | https://www.jstage.jst.go.jp/article/abas/22/2/22_0230224a/_pdf/-char/en |
| Summary: | Roadmap sales & marketing is a medium- to long-term solution sales & marketing conducted by teams. Compared to one off sales & marketing, the sales scale will be dozens of times. As a result, Company X changed its sales & marketing strategy from improving the efficiency of one-time sales to roadmap sales & marketing; however, the sales organization could not immediately adapt. Nevertheless, Company X adapted its sales organization through trial and error, and, as a result, achieved a dramatic increase in sales. This paper analyzes these efforts and presents them as three standardizations and one course correction mechanism. At first glance, this seems to be a case of organizational sales & marketing being superior to individual sales & marketing. However, the main aim was to switch to a superior strategy, and the organization succeeded in adapting to it later. |
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| ISSN: | 1347-4464 1347-4456 |