Strategic Sales Management: A Boardroom Issue
“The pressure is on for strategic sales management. We attempt to alleviate this pressure for all arenas by explaining first of all that strategic sales management works: we present data which reveal that corporate financial performance depends on a well-run sales force. We next turn to the importance of customer selection, customer focus and customer retention. We explain the importance of designing a sales force … [ Read more ]
Content: Article | Authors: Adrian J. Slywotzky, Benson P. Shapiro, Stephen X. Doyle | Source: strategy+business | Subject: Marketing / Sales