TY  - BOOK
AU  - Julien Schnerrer
PY  - 2014
CY  - Hamburg, Germany
PB  - Anchor Academic Publishing
SN  - 9783954895915
TI  - The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics
UR  - https://m.anchor-publishing.com/document/287388
N2  - The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm’s sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.
KW  - Solution Selling, Business Transformation, B2B Marketing, B2B Sales, B2B Account Managment
LA  - English
ER  -