Annals of Business Administrative Science
Online ISSN : 1347-4456
Print ISSN : 1347-4464
ISSN-L : 1347-4456
The organization for roadmap sales & marketing
A case of Company X
Yoshiaki Yamashiro
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2023 Volume 22 Issue 2 Pages 19-32


Roadmap sales & marketing is a medium- to long-term solution sales & marketing conducted by teams. Compared to one off sales & marketing, the sales scale will be dozens of times. As a result, Company X changed its sales & marketing strategy from improving the efficiency of one-time sales to roadmap sales & marketing; however, the sales organization could not immediately adapt. Nevertheless, Company X adapted its sales organization through trial and error, and, as a result, achieved a dramatic increase in sales. This paper analyzes these efforts and presents them as three standardizations and one course correction mechanism. At first glance, this seems to be a case of organizational sales & marketing being superior to individual sales & marketing. However, the main aim was to switch to a superior strategy, and the organization succeeded in adapting to it later.

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© 2023 Yoshiaki Yamashiro. This is an Open Access article distributed under the terms of the Creative Commons Attribution License CC BY 4.0 (Attribution 4.0 International) license. The CC BY 4.0 license permits unrestricted reuse, distribution, and reproduction in any medium, provided the original work is properly cited.

This article is licensed under a Creative Commons [Attribution 4.0 International] license.