Explains why sales management is becoming increasingly important and complex issue for top managers. Demonstrates the financial impact head of sales department and then describes the way to excellence. The emphasis is on Salesforce, which would meet the needs of the customer and competitive imperatives. Organization and management will receive attention. "Hide
by Benson P. Shapiro, Adrian J. Slywotzky, Stephen J. Doyle, 23 pages. Publication Date: November 29, 1994. Prod. #: 595018-PDF-ENG
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