Harvard business review - Número 7/8 84 2006

Issues: Número 7/8 84 2006

Type: Normal

Rights: InC

Title	Author	Pages
Best of HBR : Major sales. Who really does the buying?
Best of HBR : Making the major sale
Better sales networks
Different voice : Leveraging the psychologist of the salesperson
Ending the war between sales and Marketing
HBR case study : Old hand or new blood?
How right should the customer be?
Leading change from the top line
Low-pressure selling	Bursk, Edward C.	P. 150-162
Match your sales forece structure to your business life cycle
Panel discusion : Selling solutions
Research report : Understanding what your sales manager is up against
The sales learning curve
The ultimately accountable job : Leading today's sales organization
What makes a good salesman	Mayer, David	P. 164-171