Harvard business review on strategic sales management.
Harvard business review on strategic sales management.
Strategic sales management
- Boston, Mass. : Harvard Business School, c2007.
- vii, 197 p. : ill. ; 21 cm.
- The Harvard business review paperback series .
Based on the July-August 2006 special issue of the Harvard business review. Includes index.
How right should the customer be? -- Ending the war between sales and marketing -- Match your sales force structure to your business life cycle -- Understanding what your sales force manager is up against -- Better sales networks -- Leading change from the top line -- The sales learning curve -- The ultimately accountable job : leading today's sales organization.
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.
9781422114926 (pbk. : alk. paper) 1422114929 (pbk. : alk. paper)
Sales management.
HF5438.4 / .H374 2007
658.8/1
Based on the July-August 2006 special issue of the Harvard business review. Includes index.
How right should the customer be? -- Ending the war between sales and marketing -- Match your sales force structure to your business life cycle -- Understanding what your sales force manager is up against -- Better sales networks -- Leading change from the top line -- The sales learning curve -- The ultimately accountable job : leading today's sales organization.
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.
9781422114926 (pbk. : alk. paper) 1422114929 (pbk. : alk. paper)
Sales management.
HF5438.4 / .H374 2007
658.8/1