PART I: INTRODUCTION: ORGANIZING MARKETING AND SALES 1. Contemporary developments and challenges in sales organizations - some observations; Björn Axelsson 2. Marketing re-organization in a globalized market: The case of ABB Robotics; Per Andersson, Björn Axelsson, Kristoffer Jönsson & Ebba Laurin 3. Marketing organization research and ideas revisited; Per Andersson PART II: SALES MANAGEMENT AND ORGANIZATION REVISITED 4. Value-based selling in the service dominated businesses landscape: Creating, acting and organizing to improve customer's profits; Björn Axelsson & Mats Vilgon 5. Organizing for sales in VUCA contexts: The transformation process from products to solution sales; Ebba Laurin 6. Business maneuvering: A dynamic view of B2B selling processes; Lars-Johan Åge 7. Organizational balancing - an integrated view of sales management; Lars-Johan Åge PART III: ORGANIZING INTERACTIONS WITH CUSTOMERS 8.

The other side of the coin - on developments in procurement practices and their implications for sales; Björn Axelsson 9. Successful and value-creating interplay between buyer and seller: Organizing mutuality; Björn Axelsson 10. Potential business improvements when utilizing CRM tools - and challenges in making it happen; Dariusz Osowski 11. The next generation CRM tools: Bridging the gaps between sales needs and CRM tools architecture; Sarah Wikner PART IV: ORGANIZING FOR BUSINESS DEVELOPMENT AND EXTENDED CUSTOMER OFFERINGS 12. Outside in - to capture the in-betweens: Organizing the socio-technical embedding process of new technology; Min Tian 13. Creating and delivering sustainable customer solutions: On organizing capabilities in the era of servitization; Lei Huang 14. Marketing and sales in ambidextrous organizations: Organizational challenges from digitalization; Per Andersson, Ebba Laurin & Christipher Rosenqvist PART V: NEW PERSPECTIVES ON MARKETING ORGANIZING PROCESSES 15. Towards a conceptual model for analyzing marketing re-organization and transition processes; Per Andersson, Christopher Rosenqvist & Daniel Grenblad 16.

Organizing marketing and sales in a networked business world; Per Andersson & Björn Axelsson 17. Brand orientation as method to inspire, change culture and lead the implementation of solutions business; Cecilia Cederlund 18. Future studies of marketing and sales organization; Per Andersson, Björn Axelsson & Christopher Rosenqvist.