Improving Sales and Marketing Collaboration

This book discusses the often problematic relationship between marketing and sales in B2C and B2B firms in terms of the inherent (and the ones that crop up from time to time) problems, causes and solutions. The book presents the material in five short chapters. The target audience for this book is primarily sales and marketing managers in corporate settings as well as graduate business students who will eventually end up in managerial roles. Therefore, this book is focused on being as managerially relevant as possible. Accordingly, we use language easily accessible by managers and limit references to scholarly marketing literature, presenting it non-intrusively, when needed. We illustrate the major issues covered in each of the chapters with material from four or five high-profile cases of well-known US firms.