Sales and Marketing: From the Top


Moiz Ahmed ,

Download Full PDF Pages: 01-10 | Views: 371 | Downloads: 100 | DOI: 10.5281/zenodo.3464880

Volume 5 - September 2016 (09)


Sales and marketing are two critical components of any organization involved in business, without them, the very existence of an organization is not conceivable. Despite of their significance, the precise differences between the two always remain under a cloud of confusion. Therefore, this article presents a detailed account on the differences between sales and marketing. The differences are described in a three step manner: 1) From a historical perspective 2) By definitions available in the literature and 3) Functionality of both the components in an organizational setting. It is also indicated that both the components should have a certain amount of independency from one another with regards to daily operations however, at the same time, sales and marketing must be completely integrated for planning and development of strategy. Finally, also mentioned are the differences which impart a positive impact on the organization and those, which can be deleterious to the organization.


marketing, sales, differences


  1. American Marketing Association | Copyright © 2013 MarketingPower, Inc
  2. Boone, Louis E, and David L. Kurtz. Contemporary Marketing. 2012. 16th Edition.
  3. Borden, Neil H. (1984), “The Concept of Marketing Mix” Journal of Advertising Research Classics 24(2): 7-12
  4. Business Dictionary, Copyright@2013 WebFinance, Inc. 02 December 2013. Web
  5. Churchill, Gilbert A. Jr, and J. Paul Peter Marketing, Creating Value for others. 1995. Print
  6. Dixon, Andrea L, and John F. Tanner Jr. (2012),”Transforming Selling: Why is it time to think differently about sales research” Journal of Personal Selling and Sales Management, 32(1): 9-13.
  7. Ford, H. My life and my work (1923) Page: 31
  8. Griffin, Ricky W, and Ronald J, Ebert. Business. 2002. 6th Edition. Print
  9. Homburg, Christian and Ove Jensen. (2007),”The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?” Journal of Marketing, 71(3): 124-142.
  10. Johnson, J. (1987), “The Promotional Mix” Leisure Manager, 5(5): 26,28-29
  11. Keith, RJ. (1960), “The Marketing Revolution” Journal of Marketing, 24(3): 35-38
  12. Kotler, Philip, and Kevin L. Keller. Marketing Management. 2006. 12th Edition. Print
  13. ---, and Gary Armstrong. Principles of Marketing. 2005. 11th Edition. Print
  14. ---. (1977),”From sales obsession to marketing effectiveness,” Harvard Business Review, (Nov-Dec): 67-75
  15. ---., Neil Rackham and Suj Krishnaswamy. (2006),”Ending the War Between Sales and Marketing” Harvard Business Review, (July-August): 1-14.
  16. Levitt, Theodore. (1960), “Marketing Myopia” Harvard Business Review, 38(July-August): 24-47.
  17. Marketing Dictionary, Business and Economics, Monash University. Copyright © 2013 Monash University Last updated: 01 November 2013. 01 December‟2013
  18. "Marketing: Historical Perspectives". Encyclopedia of Business and Finance. Thompson Gale (2007) Vol. 2. Pages 495-498
  19. Perreault, WD. Jr., Joseph P. Cannon and E. Jerome McCarthy, Essentials of Marketing. 2012. 13th Edition
  20. Peterson, Robert A, and Thomas R. Wotruba (1996), “What is direct selling? –Definition, Perspectives and Research Agenda,” Journal of Personal Selling and Sales Management, 27(4): 1-16.
  21. Rouzies, Dominique., Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Wietz, and Andris A. Zoltners. (2005),”Sales and Marketing Integration: A Proposed Framework” Journal of Personal Selling and Sales Management, 25(2): 113-122.
  22. Webster‟s New World, College Dictionary. Official dictionary of Associated Press. 1997. 3rd Edition. Print

Cite this Article: