Abstract
The aim of this chapter is to help you to identify the key areas of choice that all business organisations face in the marketing and sales functions. You should also be able to understand and state the difference between marketing and sales, and identify the main reasons for their importance in the search for success.
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Further Reading
A good starter on marketing is Martin Christopher, Malcolm McDonald and Gordon Wills, Introducing Marketing (Pan Books, 1980 ).
Basic reading on production and operations would include R. Wild, Production — Principles and Techniques (Holt, Rinehard & Winston, 1979 ).
On personnel and industrial relations, two helpful books are P. Hackett, Success in Management: Personnel (John Murray, second edition 1985)
and Christopher Brewster, Understanding Industrial Relations (Pan Books, 1984 ).
A recent addition to managing the human resource is M. Armstrong, Strategies for Human Resource Management (Kogan Page, 1992 ).
On the finance side, see John Sizer’s book mentioned above. Also, Roger Oldcorn, Accounting for Managers (Routledge, 1993 ).
The Boston Consulting Group technique was reviewed in detail in the Financial Times, 11, 13 and 16 November 1981.
Copyright information
© 1996 Roger Oldcorn
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Oldcorn, R. (1996). Policies in Marketing and Sales. In: Management. Macmillan Business Masters. Palgrave, London. https://doi.org/10.1007/978-1-349-13195-2_7
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DOI: https://doi.org/10.1007/978-1-349-13195-2_7
Publisher Name: Palgrave, London
Print ISBN: 978-0-333-59360-8
Online ISBN: 978-1-349-13195-2
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