- importsource = "00178012-2006-07.txt"
- Artículo:
Ending the War Between Sales and Marketing
- Autor:
Philip Kotler
Neil Rackham
Suj Krishnaswamy
- Resumen:
Sales departments tend to believe that marketers are out of touch with what's really going on in the marketplace. Marketing people, in turn, believe the sales force is myopic--too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future
- Página:
68
- Sección:
Features
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 1080501
- Actualizado el martes, 10 de julio de 2018 11:17:43 a. m.
- Creado el martes, 10 de julio de 2018 11:17:43 a. m.
- Enlace directo
- Artículo:
Match Your Sales Force Structure to Your Business Life Cycle
- Autor:
Andris A. Zoltners
Prabhakant Sinha
Sally E. Lorimer
- Resumen:
Although companies devote considerable time and money to managing their sales forces, few focus much thought on how the structure of the sales force needs to change over the life cycle of a product or a business
- Página:
80
- Sección:
Features
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 1080502
- Actualizado el martes, 10 de julio de 2018 11:17:43 a. m.
- Creado el martes, 10 de julio de 2018 11:17:43 a. m.
- Enlace directo
- 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 1080503
- Actualizado el martes, 10 de julio de 2018 11:17:43 a. m.
- Creado el martes, 10 de julio de 2018 11:17:43 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 1080504
- Actualizado el martes, 10 de julio de 2018 11:17:43 a. m.
- Creado el martes, 10 de julio de 2018 11:17:43 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 1080505
- Actualizado el martes, 10 de julio de 2018 11:17:43 a. m.
- Creado el martes, 10 de julio de 2018 11:17:43 a. m.
- Enlace directo
