Selling and Sales Management in Action: The Role of Strategic Selling in the Company Turnaround Process |
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| Authors: | Greg W. Marshall Michael Harker Debra Harker |
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| Affiliation: | 1. University of South Florida;2. Michael Harker (Ph.D., Griffith University, Brisbane, Australia) is Senior Lecturer in Marketing and Strategic Management at the new Sunshine Coast University in Queensland, Australia. His articles have appeared in journals in the USA, Europe and Australia. Before taking up teaching and research position at the Australian University, Mike was Marketing Director for Lloyds, an Engineering Service and Testing organization based in Europe, and Development Director for Mastergear Inc., where he was responsible for the key markets of North America, Europe and SE Asia.;3. Debra Harker (Ph.D., Sunshine Coast University, Queensland, Australia) lectures in Marketing at the Sunshine Coast University and publishes in quality journals in the USA, Europe, and Australia. Before becoming an academic, Debra Harker worked as a Marketing Consultant with Peat Marwick Management Consultants in England and AGB McNair in Australia. |
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| Abstract: | Despite the importance of marketing orientation to company profile and performance as presented in the literature, there has been little attention paid to the role of strategic selling in the company turnaround process in published studies. This article explores selling's contribution to company turnaround through a study of ailing and rejuvenated companies in the mature engineering industry. The development and implementation of sales strategies in successfully turned around and failed companies are compared. The role of strategic selling is broadened as new concepts are developed and explored. |
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