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Full-Text Articles in Business
The Sales Organisation: Influencer Or Mere Implementer Of Business Strategy? Investigating The Evolving Role Of Sales Strategy And Processes In Attaining Overall Business Objectives And Goals In International Markets, Sarah Browne, Katrina Lawlor, Pamela Sharkey Scott, Laura Cuddihy
The Sales Organisation: Influencer Or Mere Implementer Of Business Strategy? Investigating The Evolving Role Of Sales Strategy And Processes In Attaining Overall Business Objectives And Goals In International Markets, Sarah Browne, Katrina Lawlor, Pamela Sharkey Scott, Laura Cuddihy
Conference papers
This research will attempt to empirically examine the evolving nature of the sales organisation from a mere tactical support function of marketing, to a strategic capability in its own right and one that perhaps has a salient role to play in attaining overall objectives and goals pertaining to the business level strategy for international markets. The foundations of this research stem from multiple strands of literature including, strategic marketing, strategic management, selling and sales management and business internationalisation. This proposal attempts to locate this early stage research within these important and growing strands of literature and address the under researched …