Journal Articles

Linking Market Share Strategies to Sales Force Objectives, Activities, and Compensation Policies

1986, Journal of Personal Selling & Sales Management

William Strahle, Rosann L Spiro

Abstract

The lack of research on the strategic relationship between marketing and sales reflects a more general lack of research on the linkages between marketing other functional areas of the firm. The purpose of this article is to examine the linkages between the four basic market share strategies, "build," "hold," "harvest," and "divest" and the corresponding functional level sales strategy. Each market share strategy implies a primary sales objective. Review of the life cycle and product portfolio literatures offers insights into the nature of the relationship between marketing strategy and functional-level sales strategy. Examination of tables leads to the general observation that there is decreasing attention focused on the strategic functional-level activities as one progresses from a "build" strategy to one involving "divest" or "liquidate." While some of the authors restricted their discussions of strategy to either consumer products or industrial products, the prescriptions on the general level are the same.

Citation

Strahle, William and Rosann L. Spiro (1986), "Linking Market Share Strategies to Sales Force Objectives, Activities, and Compensation Policies," Journal of Personal Selling and Sales Management, Vol. 6, No. 2, pp. 11-18.

Notations

Selected by Pi Sigma Epsilon as the 1986 outstanding Journal of Personal Selling and Sales Management article.

Kelley School of Business

Faculty & Research