2004 | OriginalPaper | Buchkapitel
Go-To-Market Strategy
verfasst von : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Erschienen in: Sales Force Design For Strategic Advantage
Verlag: Palgrave Macmillan UK
Enthalten in: Professional Book Archive
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Chapter 3 presented a framework for determining a firm’s sales strategy, including the right product and service offering and sales process for each type of customer. Next, the firm must decide which sales and marketing channels are best suited to deliver this sales strategy. This is the firm’s go-to-market strategy, as illustrated in Figure 4.1.