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Harvard business review on strategic sales management.

Material type: TextSeries: The Harvard business review paperback seriesPublication details: Boston, Mass. : Harvard Business School, c2007.Description: vii, 197 p. : ill. ; 21 cmISBN:
  • 9781422114926 (pbk. : alk. paper)
  • 1422114929 (pbk. : alk. paper)
Other title:
  • Strategic sales management
Uniform titles:
  • Harvard business review.
Subject(s): DDC classification:
  • 658.81 HAR [ Shelf 8 ]
LOC classification:
  • 658.81 HAR
Online resources:
Contents:
How right should the customer be? / Erin Anderson and Vincent Onyemah -- Ending the war between sales and marketing / 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 �Ust�uner 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.
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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Reference Indian Institute Of Management, Shillong 658.81 HAR [ Shelf 8 ] (Browse shelf(Opens below)) 0 Not for loan 0003908
Book Indian Institute Of Management, Shillong 658.81 HAR [ Shelf 8 ] (Browse shelf(Opens below)) 1 Available 0004003

Based on the July-August 2006 special issue of the Harvard business review.

Includes index.

How right should the customer be? / Erin Anderson and Vincent Onyemah -- Ending the war between sales and marketing / 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 �Ust�uner 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.

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