Purpose – The purpose of this paper is to explore the implications for the sales function of the infusion of services … by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function … processes on the sales function could be seen with respect to the three parts of the analytical framework: organization, roles …

achieving objectives), organizing the sales function (by establishing sales organizations structured geographically, by product … types, by market or customer classes, or by function), staffing the sales function (including recruiting salespeople and …

outsourcing is more seriously considered than ever, and economic arguments for outsourcing the sales function are compelling. We …