Journal article
Selling and Sales Management in Action: The Role of Strategic Selling in the Company Turnaround Process
Journal of Personal Selling & Sales Management , Vol.18(2), pp.55-67
1998
Abstract
Despite the importance of marketing orientation to company profile and performance as presented in the literature, there has been little attention paid to the role of strategic selling in the company turnaround process in published studies. This article explores selling’s contribution to company turnaround through a study of ailing and rejuvenated companies in the mature engineering industry. The development and implementation of sales strategies in successfully turned around and failed companies are compared. The role of strategic selling is broadened as new concepts are developed and explored.
Details
- Title
- Selling and Sales Management in Action: The Role of Strategic Selling in the Company Turnaround Process
- Authors
- Greg W Marshall (Author) - University of South FloridaMichael Harker (Author) - Sunshine Coast University College (Legacy)Debra Harker (Author) - Sunshine Coast University College (Legacy)
- Publication details
- Journal of Personal Selling & Sales Management , Vol.18(2), pp.55-67
- Publisher
- Routledge
- DOI
- 10.1080/08853134.1998.10754131
- ISSN
- 1557-7813
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99523404902621
- Output Type
- Journal article
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