Explains why sales management is an increasingly important and complex issue for top managers. Demonstrates the financial impact of a superior sales force and then describes a way to gain superiority. The focus is on a sales force that is responsive to customer needs and competing imperatives. Organization and management receive special attention.

Explains why sales management is an increasingly important and complex issue for top managers. Demonstrates the financial impact of a superior sales force and then describes a way to gain superiority. The focus is on a sales force that is responsive to customer needs and competing imperatives. Organization and management receive special attention.
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from
Benson P. Shapiro,
Adrian J. Slywotzky,
Stephen X. Doyle
23 pages.
Publication Date: Nov 29, 1994. Prod #: 595018-PDF-ENG
Strategic Sales Management: A Boardroom Issue HBR case solution

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