Arthur D. LittleArthur D. Little

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Marketing & Sales Excellence in the Crisis

Marketing & Sales Excellence in the Crisis

Reduce costs without jeopardizing sales generation capabilities

Chief Executives are having to prepare their companies for worst case scenarios and at the same time are gearing up to emerge in a strong position once the crisis has passed. Painful measures are already being taken in order to sustain business. Perhaps contrary to intuition and short-term pressures, this climate provides an excellent opportunity for forward-looking marketing and sales leaders to optimize their cost base, while at the same time increasing sales performance, thus paving the way for future market competitiveness. "Rigorous cost management across all functions" is an immediate need, especially for strong export orientated engineering and manufacturing companies whose order intakes are facing a steep decline with no likelihood of a short-term recovery. For marketing and sales executives, in particular, it is of paramount importance to successfully navigate the key challenge of how to reduce costs without jeopardizing sales generation capabilities in order to sustain and secure top-line results.

Released: May 2009

Download File ADL_Marketing_and_Sales_Excellence.pdf (.PDF, 905 Kb)

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