Creating Effective Sales and Marketing Relationships

Index

Activities alignment, 30–38

    consultative selling, 34–35

    direct selling through web, 36

    e-marketing effects, 35–36

    lead generation and sales funnel, 31–34

Affect-based trust, 57, 58

Aligning sales and marketing, 27–29

Alignment, 7

Allocation of budgets, as barrier to collaboration, 21–22

Allocation of resources, as barrier to collaboration, 21–22

American Marketing Association, 1

 

Barriers to collaboration, 15–23

    cultural, 16–17

    inconsistent processes, 20–21

    informational constraints, 22–23

    infrastructure, 16

    location, 20

    organizational, 19–20

    resources and budgets, competing for, 21–22

Bidirectional communications, 42–43, 79

Brand management, 27

Budgets allocation, as barrier to collaboration, ...