Maintenance phase, 117
Market
challenges, 1–2, 197–98
forces, 1–2
globalization of, 3–4
strategy, 128
Marketing, sales integration, 46–47
Marriott International, xix
call center, 28
CRM system, 60, 75
customer buying behavior, 172
double-counting philosophy, 32
Global Sales Organization, 38
multichannel strategy, 27
sales culture, 161
Matrix model, 43–44
Matrix strategy, 35
Migration policy, 44
Mindshare, 205–6
Mission, 160
Motivation
buying behavior, 178–79
sales culture and, 157
sales manager role in, 135–37
Multichannel strategy
banking industry, 17
benefits of, 17–18
channel conflict management, 28–32
channel options, 18–28
customer convenience and, 193–94
drivers, 16
expansion of, 198–99
Intier Automotive, 24
Marriott International, 27
Office Depot, 31
sales managers and, 124–25
sales strategy and, 16
Stova Enso, 23
Taishin International Bank, 30
utilization of, 15
value poaching behavior and, 33
Multinational organization, 3
Myths/stories, 152