Indirect sales best practices adoption
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| Tag | 1 | 2 | Value |
|---|---|---|---|
| LDR | 00000nam a22000004b 4500 | ||
| 001 | MAP20080031978 | ||
| 003 | MAP | ||
| 005 | 20191202111950.0 | ||
| 008 | 080924s2007 usa|||| ||| ||eng d | ||
| 040 | $aMAP$bspa | ||
| 084 | $a922.112.1 | ||
| 100 | 1 | $0MAPA20080154813$aBand, William A. | |
| 245 | 1 | 0 | $aIndirect sales best practices adoption$cby William Band with Sharyn Leaver and Mary Ann Rogan |
| 260 | $aCambridge$bForrester Research$c2007 | ||
| 490 | 1 | $aFor Business process & applications professionals | |
| 520 | $aWe surveyed 58 business and technology decision-makers and influencers to discover their strengths and weaknesses compared to 18 indirect sales best practices capabilities. We found that adopting best practices is a challenge for organizations that sell through indirect channels. In fact, fully 33% evaluate their use of indirect sales practices as poor/below average. Organizations report significant deficiencies in many areas including partner recruiting, partner collateral management, partner program management, partner sales management, partner training, and partner analytics. These deficiencies stymie an enterprises ability to work through partners to extend its reach into new markets and geographies. How well does your organization stack up? Compare your organization to indirect sales best practices, pinpoint the best opportunities for quick wins, and build an action plan to close the gaps | ||
| 650 | 1 | $0MAPA20080589417$aCambio organizativo | |
| 650 | 1 | $0MAPA20080583897$aCambio tecnológico | |
| 650 | 1 | $0MAPA20080588434$aToma de decisiones | |
| 650 | 1 | $0MAPA20080542559$aVentas | |
| 650 | 1 | $0MAPA20080569815$aOrganizaciones | |
| 650 | 1 | $0MAPA20080596460$aEstimación indirecta | |
| 650 | 1 | $0MAPA20080592486$aPlanes estrátegicos | |
| 650 | 1 | $0MAPA20080602406$aMarketing estratégico | |
| 700 | 1 | $0MAPA20080649838$aLeaver, Sharyn | |
| 700 | 1 | $0MAPA20080649845$aRogan, Mary Ann | |
| 710 | 2 | $0MAPA20080436582$aForrester | |
| 830 | 3 | $0MAPA20080648077$aFor Business process & applications professionals |