Harvard Business Reviewon Strategic Sales Management销售管理 fb2 pdf azw3 网盘 rtf 免费 下载 txt

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

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

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书籍介绍

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.