TY - JOUR
T1 - The implementation of business strategies
T2 - Implications for the sales function
AU - Viswanathan, Madhubalan
AU - Olson, Eric M.
PY - 1992/1/1
Y1 - 1992/1/1
N2 - Utilizing existing conceptual frameworks in business unit level strategies and sales management activities, a set of propositions relating the sales department’s role in the strategy implementation process has been generated. The focus of this conceptualization is at the functional level with specific attention on management of the sales force relative to three distinctive business unit strategies (Prospector, Differentiated Defender, and Low Cost Defender).
AB - Utilizing existing conceptual frameworks in business unit level strategies and sales management activities, a set of propositions relating the sales department’s role in the strategy implementation process has been generated. The focus of this conceptualization is at the functional level with specific attention on management of the sales force relative to three distinctive business unit strategies (Prospector, Differentiated Defender, and Low Cost Defender).
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U2 - 10.1080/08853134.1992.10753897
DO - 10.1080/08853134.1992.10753897
M3 - Article
AN - SCOPUS:33845575988
VL - 12
SP - 45
EP - 57
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
SN - 0885-3134
IS - 1
ER -