Sales Management Business Fundamentals Series (2nd Edition) Harvard Case Solution & Analysis

Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and complete self-study guides. This collection includes seven references, a Harvard Business School case study, and one article each of Harvard Business Review and California Management Review. The collection covers the ideas, issues and best practice principles directly related to sales management or closely related topics, such as the design and management of distribution channels. These include: "Sales and seller", "Managing Major Accounts", "Strategic Management Sales: Boardroom Issue," "The use of ABC management and customer relationship Mix", "Sprint sales to close the sale quickly," "stapling himself Order "," Channel Management "," Design of distribution channels, "" may be globalized Sales: Traps global account management ", and the example of" Centra Software. "Each item is preceded by a summary, an outline, learning objectives, and a number of questions, ideas and teachings." Hide
by David J. Arnold, Julian Birkinshaw, Frank V. Cespedes, John Dayton, Stephen H. Doyle, Robert S. Kaplan, Leticia Pouliquen, V. Kasturi Rangan, Benson P. Shapiro, Adrian J. Slywotzky, Omar Toulan, John J. Sviokla 168 pages. Publication Date: April 8, 2002. Prod. #: 9950-SBB-ENG

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Sales Management Business Fundamentals Series (2nd Edition)

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