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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Marketing’s Relationship to Sales

Marketing is one such department to understand more in depth. As you saw in the corporate structure, marketing has, or should have, a great deal of interaction with sales. In fact, in order to get a clearer picture of the customer and how to best approach him, you will find that some understanding of marketing is essential. Marketing probably has a greater impact on how your sales team performs and the ability to maximize your team’s efforts than any other single department.

Today marketing is much more than just one-way messaging through advertising and direct marketing. In some companies the line between sales and marketing is quite blurred. For example, business development is at times a sales function and ...

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