Strategies That Win Sales: Best Practices of the Worlds Leading Organizations

Market

challenges, 1–2, 197–98

forces, 1–2

globalization of, 3–4

strategy, 128

Marketing, sales integration, 46–47

Marriott International, xix

call center, 28

CRM system, 60, 75

customer buying behavior, 172

double-counting philosophy, 32

Global Sales Organization, 38

multichannel strategy, 27

sales culture, 161

Matrix model, 43–44

Matrix strategy, 35

Migration policy, 44

Mindshare, 205–6

Mission, 160

Motivation

buying behavior, 178–79

sales culture and, 157

sales manager role in, 135–37

Multichannel strategy

banking industry, 17

benefits of, 17–18

channel conflict management, 28–32

channel options, 18–28

customer convenience and, 193–94

drivers, 16

expansion of, 198–99

Intier Automotive, 24

Marriott International, 27

Office Depot, 31

sales managers and, 124–25

sales strategy and, 16

Stova Enso, 23

Taishin International Bank, 30

utilization of, 15

value poaching behavior and, 33

Multinational organization, 3

Myths/stories, 152