Article

The Evolution of the Strategic Sales Organization

Nigel F. Piercy and Nikala Lane

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI: http://dx.doi.org/10.1093/oxfordhb/9780199569458.003.0002

Series: Oxford Handbooks in Business and Management

The Evolution of the Strategic Sales Organization

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An important change which has occurred during the last decade in many sales organizations is a shift away from a tactical focus to a strategic emphasis. This article examines these imperatives and their implications. It details how sales organizations are becoming more involved in business and marketing strategies, and concludes that the emergence of the strategic sales organization can be explained by several factors: changing customer relationship requirements; change in sales task; and the importance of strategic sales capabilities to cope with complexity, growing customer sophistication, commoditization pressures, and the need for radically different selling approaches. This article discusses the characteristics of the strategic sales organization in terms of the factors significant in developing a new sales domain and those exercising a broader shaping influence on how a strategic sales organization will function.

Keywords: sales organizations; marketing strategies; customer relationship; sales task; sales domain

Article.  12212 words. 

Subjects: Business and Management ; Business Strategy ; Organizational Theory and Behaviour

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