Interplay Between Marketing And Sales

Murray and O’Driscoll (1996) cite that if integrators and specialists are the building blocks of the successful marketing organisation, teams and teamwork are the binding mortar. While teamwork is important within each function and specialism, the distinguishing feature of the marked-focused

Smith et al. (2006) identified that there is a complicated interaction between marketing effort and sales efficiencies. However, if the collaboration between sales and marketing is improved, the company will gain significant advantages. According to CRM (2009), in Sirius Decisions Demand Creation Waterfall, leads are moving the inquiry stage to marketing-qualified lead to sales-accepted lead to sales-qualified lead and finally to a close. At the same time, marketing is allowed to work closely with sales and they realized that coordination between two functions results in the increase in a pool of prospects with a higher possibility of closing (CRM,

There are misconceptions about the role sales and marketing teams play as it relates to consumers. Quora.com provides validity of differences by outlining the difference. For example, “marketing tries to understand the customer as a generic group/ segment or persona in order to create generic value propositions and 'mass' awareness” (citation 1). Marketing is known to have long-term goals and their workflow follows that timeline. Marketers lean toward the creative and detailed oriented traits where collaboration among colleagues is encouraged.

Marketing is all about creating a really solid decision, which will lead to more money. In this paper I will give some history of my organization, and explain how each element of marketing affects the organization. In addition I will cover the industry in which the organization resides in.

Unit No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 Unit Title Marketing management – an introduction Marketing environment Marketing with other functional areas of management Market segmentation Market targeting and positioning Product management Brand management Pricing Channel design and management Retailing and Wholesaling Integrated Marketing Communication Advertising management Sales promotion Personal selling Public relations Understanding individual consumer behaviour Understanding industrial consumer behaviour Customer satisfaction Customer relationship management Marketing of services Rural marketing Types of marketing research Process of marketing

Marketing is an important part of the business organization; it is more than just promoting and selling a product. Marketing is gratifying the changing needs of the customer. This can be best summed up by the very successful businessman Bill Gates when he quoted, "Your most unhappy customers are your greatest source of learning ". The purpose of this paper is to define marketing from at least two different sources; based on these definitions I will explain the importance of marketing in organizational success. Also, I will offer three examples from the business world of the importance of marketing to the

Marketing spends money on the four Ps and the most important conflict is the pricing of products. “The marketing group is under pressure to achieve revenue goals and wants the sales force to “sell the price” as opposed to “selling through price.” The salespeople usually favor lower prices because they can sell the product more easily and because low prices give them more room to negotiate” [3]. A major conflict in the cultural aspect between the two groups is that the Sales objective to do their best to please their individual clients, while the Marketing objective is to please the broader spectrum of a market. When there are issue with a product Sales will often say that it is because the product lacks a feature that their customers want, while marketing believes that generally a feature is not needed to satisfy the masses. This conflict of personalization with Sales and generalization with Marketing is a major factor of the tension created by both parties. Their goals are different making the value of one department difficult to pin point over the other. Sales have an easier progress rate to read because they are based on individual sales, while marketers are project and group

Each group is to be headed by sales managers who report to the Chief Sales Officer – Roland Auschel. These Managers are responsible for marketing products under each group with full deciding power. This shift of centralized management will create a more flexible, creative and customer-focused organization better equipped to meeting the dynamic needs of its client base. It would also ensure better monitoring of competition and provide them with leverage for effective

The marketing department wants exclusive rights to interact with the customers. However, it is currently done by the product manager. Marketing should have information about all new product development. However, the development process is separate from the marketing. The division of work is unorganized. Managers have lost sight of its integration responsibilities.

3. Eddy's Ice Cream developed a line of whole fruit sorbets targeted at people who are loyal Eddy's consumers, but dislike all the fat and calories in

In chapter eight, Miller discusses the sales manager’s responsibilities of assigning salespeople territories, designing effective “compensation” packages, and establishing incentivized reward systems (Miller 2001, 189-212). Miller explains how the firm’s sales force can be deployed using the following three pathways: 1) “Geographic,” 2) “Account,” and 3) “Product assignments” (Miller 2001, 189-212). Miller advises that a hybrid combination of all three is the most effective for enhancing market share and sales acquisition. Miller further elaborates on the importance of using “The ProActive Sales Matrix” for maximizing salespeople’s schedule and opportunity for selling (Miller 2001, 189-212). Miller suggests

● functional efficiency and internal interface ● marketing information and planning and control ● marketing productivity

The company has a good use of visual advertising? E.g. attractive pictures, colourful adverts (appendix 4)

Emphasizing on the importance of undertanding consumer insights and connect as high critical to the company’s success (Datamonitor, 2010). The two departments – Sales and Marketing, helped the company to read and assilimate along with engaging consumers via researching and undersrtanding and providing effective and compelling communication material. To take these goals further, marketing and sales have been now aligned under an Executive Vice President who is in charge of Global Sales and marketing. The objective to bring these world class departments together is to lead to expansion of consumer understanding and connect with them thereby increasing ability of converting them into guests.

Marketing is the process of planning and undertaking the idea of pricing, promotion, and distribution of goods and services to create and retain relationships that will satisfy individual and organisational objectives. It also deals with customers, understanding, communicating, and delivering consumer value and satisfaction. Also, individuals obtain what they need and want by creating and exchanging products with others. Exchange process involves work. Sellers must search for buyers, identify their needs, design good products, set prices to the product, promote and deliver them. However, individuals make decisions on how to spend their obtainable resources like money before purchasing any products. This is known as