How Sales Forces Sustain Competitive Advantage

Topics:
Competitive Strategy,
Sales Force Design
Tags:
Competitive Advantage,
Sales,
Sales Force,
Sales Force Management,
Sales Organization,
Sales Role,
Sales Strategy
Source:
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Overview: The purpose of this study was to identify the factors that enable sales organizations to be highly successful. Companies today are relying increasingly on their sales organizations as engines of growth and productivity. The sales role has never been more difficult customers are more demanding, products more sophisticated, competitors more aggressive. Not surprisingly, many sales organizations are delivering disappointing results; they have not been able to find the right formula for success in today's business environment.

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Format: PDF | Size: 668KB | Date: Dec 2004 | Pages: 62

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