Even detailed corporate or marketing strategies often fail to provide information on how the sales department is to achieve the market positions envisaged in the strategy. The company trusts that sales knows its targets and will know what it has to do. Today many sales teams still tend to work intuitively rather than strategically (Holzheu 1996, p. 141). Working practices from the past simply continue with little or no precise planning or direction..
KeywordsMarketing Strategy Market Segment Steering System Customer Segment Core Task
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