This work presents a comprehensive model of supply chain management. Experienced executives from 20 companies clearly define supply chain management, identifying those factors that contribute to its effective implementation. They provide practical guidelines on how companies can manage supply chains, addressing the role of all the traditional business functions in supply chain management and suggest how the adoption of a supply chain management approach can affect business strategy and corporate performance.
Chapter 8: Marketing and Sales Management
Marketing and Sales Management
Many organizations are finding that sales force changes are needed to match the needs of more demanding customers in an increasingly competitive world. Giant retailers such as Wal-Mart are leveraging electronic data technology and are requiring manufacturer sales forces to assume responsibility for just-in-time inventory control, ordering, billing, sales, ...