Enhancing the relationship between sales and marketing staffs: a case of Schneider Electric Vietnam

Abstract

The purpose of this thesis is to explore the causes of poor relationship between sales and marketing staffs of Industry Business team of Schneider Electric Vietnam that lead to the low sales growth rate of its main product, Low Voltage Variable Speed Drives (IDVSD), via its main distribution channel, Industry Expert Distributor (IED) Channel, and that then consequence on the low performance of the business team in 2018. The findings of this study reveal that ineffective collaboration between the Product Manager of IDVSD (aka. the marketing people) and the Account Manager of the IED channel (aka. the salespeople) tend to play a significant role that lead to their poor relationship in this case. The findings are discussed in detail in the research along with some recommendations for the Industry Business and the Management Board of Schneider Electric Vietnam to enhance this relationship and improving the business performance in both short-term and long-term vision.