CHAPTER 2

The Sales Strategy

Definitions of corporate strategy: a mini tour

Strategy is a word of military origin and refers to the command of an army. The literature on corporate strategy has expanded rapidly from the 1960s introducing progressively new kinds of strategy definitions.

Alfred Chandler (1962) provided the first classic definition of corporate strategy stating that strategy is “the determination of the basic long-term goals of an enterprise, and the adoption of courses of action and the allocation of resources necessary for carrying out these goals.”

Igor Ansoff (1965) was the first author to dedicate a book to corporate strategy. He believed that strategy development was about anticipating the future challenges posed to an organization ...

Get A Guide to Sales Management now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.