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　　分類: 图书,进口原版书,经管与理财 Business & Investing ,

作者： Harv Bus Schl著

出 版 社： Harvard Business School Press

出版时间： 2007-1-1字数：版次： 1页数： 197印刷时间： 2007/12/01开本：印次：纸张： 胶版纸I S B N ： 9781422114926包装： 平装内容简介

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 need—from the preeminent thinkers whose work has defined the field, to the rising stars who will redefine the way we think about business

目录

How Right Should the Customer Be?

ERIN ANDERSON AND VINCENT ONYEMAH

Ending the War Between Sales and Marketing

PHILIP KOTLER, NEIL RACKHAM, AND SUJ KRISHNASWAMY

Match Your Sales Force Structure to Your Business Life Cycle

ANDRIS A. ZOLTNERS, PRABHAKANT SINHA, AND

SALLY E. LORIMER

Understanding What Your Sales Manager Is Up Against

BARRY TRAILER AND JIM DICKIE

Better Sales Networks

TUBA USTONER AND DAVID GODES

Leading Change from the Top Line An Interview with Fred Hassan

THOMAS A. STEWART AND DAVID CHAMPION

The Sales Learning Curve

MARK LESLIE AND CHARLES A. HOLLOWAY

The Ultimately Accountable Job Leading Today's Sales Organization

JEROME A. COLLETTI AND MARY S. FISS

About the Contributors

Index

 

 

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