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9781422114926

Harvard Business Review on Strategic Sales Management

by
  • ISBN13:

    9781422114926

  • ISBN10:

    1422114929

  • Format: Paperback
  • Copyright: 2007-04-01
  • Publisher: Harvard Business School Pr

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Supplemental Materials

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Summary

You invest considerable time and money in managing your sales force. And if your company's like many, you're finding it increasingly difficult to ensure handsome returns on your investment in sales. This concise volume gives you the insights you needfrom the preeminent thinkers whose work has defined the field, to the rising stars who will redefine the way we think about business

Table of Contents

How Right Should the Customer Be?p. 1
Ending the War Between Sales and Marketingp. 23
Match Your Sales Force Structure to Your Business Life Cyclep. 49
Understanding What Your Sales Manager Is Up Againstp. 77
Better Sales Networksp. 97
Leading Change from the Top Line: An Interview with Fred Hassanp. 123
The Sales Learning Curvep. 143
The Ultimately Accountable Job: Leading Today's Sales Organizationp. 167
About the Contributorsp. 187
Indexp. 189
Table of Contents provided by Ingram. All Rights Reserved.

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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