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Harvard business review-Número 7/8 84 2006

Detalle
Artículos

Publicación: Harvard business review

Número: Número 7/8 84 2006

Tipo: Normal

Derechos: InC

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