Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies

William M. Strahle · Rosann L. Spiro

14 citations0/0 files storedJournal of Personal Selling and Sales Management

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Marketing and Advertising Strategies Business Strategies and Innovation Corporate Governance and Management

Abstract

AbstractThis article examines the linkages between the four basic market share strategies, “build,” “hold,” “harvest,” and “divest,” and corresponding functional level sales strategies. For eacn market share strategy, a sales strategy is delineated in terms of its primary sales objectives and sales activities. Compensation policies which support the market share-sales strategy linkages are also suggested.

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1986Strategy and Structure:1978Strategy formulation : analytical concepts 1984Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy Implementation 1965EXPLOIT THE PRODUCT LIFE CYCLE 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 1978Strategy implementation : the role of structure and process 2021Sales Force Management 1983Marketing Strategy: New Directions for Theory and Research

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1992The Implementation of Business Strategies: Implications for the Sales Function 2013Sales Management Performance Evaluation: A Residual Income Perspective*

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