Strategic Planning and Sales Teams

Abstract

Examines the restructuring of the sales and marketing departments of Beech Aircraft Corporation, brought about by a collapsing market in a troubled economy. Details the factors necessitating the restructuring, particularly the effects of a new international market. Presents the creation of a new structure and the results produced. Argues that the experience of working in a team has great advantages over a leader/follower relationship, stating that this new kind of team approach is becoming increasingly popular with companies. Concludes that a new, more flexible and forward‐thinking breed of manager is essential to enable US business to compete on an international scale.

Citation

Rodgers, G.D. (1990), "Strategic Planning and Sales Teams", Journal of Business & Industrial Marketing, Vol. 5 No. 2, pp. 65-70. https://doi.org/10.1108/EUM0000000002746