Vol. 84 No. 07-08: special double issue sales - Universidad de San Buenaventura

Título

Vol. 84 No. 07-08 : special double issue salesEmisión de Seriada

Parte de

Artículos

How right should the customer be? : Strategy suffers and execution fails when companies don't help salespeople manage the tension between serving the customer and serving the company. A holistic sales force control system can improve alignment and results
Anderson, Erin ; Onyemah, Vincent
59-67

Ending the war between sales and marketing
Kotler, Philip ; Rackham, Neil ; Krishnaswamy, Suj
68-78

Match your sales force structure to your business life cycle : The organization and goals of a sales force have to change as businesses start up, grow, mature, and decline
Zoltners, Andris A. ; Sinha, Prabhakant ; Lorimer, Sally E.
80-87

Better sales networks : A sales person develops webs of customers, leads, and colleagues. Companies and salespeople can improve performance significantly by understanding the interplay among these different groups
Ustuner, Tuba ; Godes, David
102-112

The sales learning curve : Because new-product launches often take longer and cost more than expected, many promising offerings are prematurely aborted. Smart companies give themselves time and money enough to climb the sales learnig curve before ramping up the sales force
Leslie, Mark ; Holloway, Charles A.
114-123

The ultimately accountable job : Leading today's sales organization
Colletti, Jerome A. ; Fiss, Mary S.
125-131

Publicación

Estados Unidos de América : Harvard Business School, Julio-Agosto 2006

Inglés;

Disponibilidad

CodBarras	Localización	Estante	Signatura	Estado	Categoría

010070819	Biblioteca Fray Juan de Jesús Anaya Prada, O.F.M.	Tercer Piso		Disponible	7 días