- importsource = "00178012-2006-07.txt"
- Artículo:
Leading Change from the Top Line: The HBR Interview
- Autor:
Fred Hassan
Thomas A. Stewart
David Champion
- Resumen:
Most CEOs who specialize in turning around struggling companies focus on costs. But for Fred Hassan, chairman and CEO of Schering-Plough, the primary focus in a turnaround is the top line
- Página:
90
- Sección:
The HBR Interview
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648751
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
Better Sales Networks
- Autor:
Tuba Ustuner
David Godes
- Resumen:
Anyone in sales will tell you that social networks are critical. The more contacts you have, the more leads you'll generate and, ultimately, the more sales you'll make. But that's a vast oversimplification
- Página:
102
- Sección:
The HBR Interview
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648752
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
The Sales Learning Curve
- Autor:
Mark Leslie
Charles A. Holloway
- Resumen:
When a company launches a new product into a new market, the temptation is to ramp up sales force capacity immediately to gain customers as quickly as possible. But hiring a full sales force too early just causes the firm to burn through cash and fail to meet revenue expectations
- Página:
114
- Sección:
The HBR Interview
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648753
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
The Ultimately Accountable Job: Leading Today's Sales Organization
- Autor:
Jerome A. Colletti
Mary S. Fiss
- Resumen:
In recent years, sales leaders have had to devote considerable time and energy to establishing and maintaining disciplined processes. The thing is, many of them stop there--and they can't afford to, because the business environment has changed
- Página:
124
- Sección:
The HBR Interview
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648754
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
Making the Major Sale
- Autor:
Benson P. Shapiro
Ronald S. Posner
- Resumen:
Many companies today are faced with large, complex selling situations--they sell expensive equipment that affects many parts of a customer's company, they work on sales that may take several years to consummate, or they arrange mergers with other organizations
- Página:
140
- Sección:
Best of HBR
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648755
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
