The Sales–Marketing Interface

Abstract

This article presents the need for close collaboration between organizationally distinct sales and marketing departments. In the face of a characteristically non‐collaborative interface, the article presents the basis of the interdependence between the two groups and reports on more recent structural initiatives to improve the interface.

Technology advancement propels work productivity: Empirical efficiency potential determination in marketing and sales

“…2 The field of marketing and sales is fragmentarily treated concerning maximizing efficiency, while also no pertinent literature is available. These two fields are "strongly interdepended" (Dewsnap & Jobber, 2000), and corporate performance suffers from a "war" between them (Kotler et al, 2006). Therefore, this paper pursues the endeavor to propose a model to bring both areas together to work as efficiently as possible in an overlapping environment.…”