Contents
Major Sales: Who Really Does the Buying?
by Thomas V. Bonoma
Ending the War Between Sales and Marketing
by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
Match Your Sales Force Structure to Your Business Life Cycle
by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
by Brent Adamson, Matthew Dixon, and Nicholas Toman
by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami
by Brent Adamson, Matthew Dixon, and Nicholas Toman
by James C. Anderson, James A. Narus, and Marc Wouters
by Karl Schmidt, Brent Adamson, and Anna Bird
The Right Way to Use Compensation
by Mark Roberge
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