The organization for roadmap sales & marketing

• Published in: Annals of Business Administrative Science
• Main Author: Yoshiaki Yamashiro
• Format: Article
• Language: English
• Published: Global Business Research Center 2023-03-01
• Subjects: roadmap sales & marketing; organizational sales & marketing; individual sales & marketing; standardization
• Online Access: https://www.jstage.jst.go.jp/article/abas/22/2/22_0230224a/_pdf/-char/en

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.