The Marketing-Sales-Finance Triangle

Even though marketing, sales, and finance topics are interrelated, little is known about how the departments concerned work together in organizations. Building on 78 face-to-face interviews with managers from all three functions, Dirk Weissbrich explores the marketing-sales-finance triangle (MSF-triangle), and identifies and describes eight key interaction fields and decision areas. The author analyses each functions value adding role in the MSF-triangle and explains why an effective cooperation between marketing, sales, and finance is crucial for company success. Furthermore, managerial challenges and fundamental changes in management practices of the MSF-triangle are discussed.