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 - Universidad de San Buenaventura

Título Artículo	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 resultsArtículo de Revista
Parte de	Harvard business review Vol. 84 No. 07-08 : special double issue sales Pagina(s) 59-67
Autor(es)	Anderson, Erin (Autor) Onyemah, Vincent (Autor)
Publicación	Harvard Business School, Julio-Agosto 2006
	Inglés;
Materia(s)	Servicio al cliente; Ventas; Administración de ventas;