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Determining Best Practices for Integ...

ProQuest Information and Learning Co.

Determining Best Practices for Integrating Marketing and Sales in Organizations : = Using the Delphi Technique.

紀錄類型:	書目-語言資料,手稿 : Monograph/item
正題名/作者:	Determining Best Practices for Integrating Marketing and Sales in Organizations :/
其他題名:	Using the Delphi Technique.
作者:	Watson, Kristin R.
面頁冊數:	1 online resource (230 pages)
附註:	Source: Dissertation Abstracts International, Volume: 79-02(E), Section: A.
標題:	Marketing. -
電子資源:	click for full text (PQDT)
ISBN:	9780355295634

Determining Best Practices for Integrating Marketing and Sales in Organizations : = Using the Delphi Technique.
Watson, Kristin R.

Determining Best Practices for Integrating Marketing and Sales in Organizations :Using the Delphi Technique. - 1 online resource (230 pages)

Source: Dissertation Abstracts International, Volume: 79-02(E), Section: A.

Thesis (Ph.D.)--Colorado State University, 2017.

Includes bibliographical references

Using the Delphi technique; combining a thorough review of literature, with opinions of experts during three rounds of data collection, this study determined best practices for integrating marketing and sales in organizations. A purposeful, heterogeneous sample of marketing and sales executives, with a minimum of 30 years experience, in seven different industries, with 40 different organizations around the world participated as experts.

Electronic reproduction.
Ann Arbor, Mich. :
ProQuest,
2018

Mode of access: World Wide Web

ISBN: 9780355295634Subjects--Topical Terms:

557931
Marketing.
Index Terms--Genre/Form:

554714
Electronic books.

Determining Best Practices for Integrating Marketing and Sales in Organizations : = Using the Delphi Technique.
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245 1 0 $a Determining Best Practices for Integrating Marketing and Sales in Organizations : $b Using the Delphi Technique.
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300 $a 1 online resource (230 pages)
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500 $a Source: Dissertation Abstracts International, Volume: 79-02(E), Section: A.
500 $a Adviser: Gene Gloeckner.
502 $a Thesis (Ph.D.)--Colorado State University, 2017.
504 $a Includes bibliographical references
520 $a Using the Delphi technique; combining a thorough review of literature, with opinions of experts during three rounds of data collection, this study determined best practices for integrating marketing and sales in organizations. A purposeful, heterogeneous sample of marketing and sales executives, with a minimum of 30 years experience, in seven different industries, with 40 different organizations around the world participated as experts.
520 $a Organizations that integrate marketing and sales can improve business performance; increase efficiency, effectiveness, customer and employee satisfaction. Eleven best practices for integrating marketing and sales in organizations were determined: communication; clearly defined roles, responsibilities and expectations; performance metrics; a customer focus; strategic planning; organizational knowledge; training and education; shared/aligned rewards; organizational intelligence (i.e. market, competitor, and customer information); lead management; and common technology platforms; resulting in the development of Watson's Integrated Marketing and Sales Best Practices (WIMS BP) model.
533 $a Electronic reproduction. $b Ann Arbor, Mich. : $c ProQuest, $d 2018
538 $a Mode of access: World Wide Web
650 4 $a Marketing. $3 557931
650 4 $a Business administration. $3 1148568
655 7 $a Electronic books. $2 local $3 554714
690 $a 0338
690 $a 0310
710 2 $a ProQuest Information and Learning Co. $3 1178819
710 2 $a Colorado State University. $b Education. $3 1181095
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