Sales management
By: [contributors, David J. Arnold ... et al.].
Contributors: Cespedes, Frank V., 1950-; Deighton, John; Kaplan, Robert S.; Rangan, V. Kasturi; Shapiro, Benson P.
Edition: 2nd ed.
Series: Business fundamentals; Business fundamentals (Series)
Publisher: HBS Pub.
Published: 2002
Place of publication: Boston, MA
Language: eng
Number of pages: 161
ISBN-13: 9781578519958
Subjects: Sales management; Ventes; Gestion
Notes: "HBS number: 9950"--Cover.

Includes bibliographical references.
Table of contents: title: Managing selling and the salesperson / Frank V. Cespedes; title: Managing major accounts / Frank V. Cespedes; title: Strategic sales management : a boardroom issue / Benson P. Shapiro, Adrian J. Slywotzky and Stephen X. Doyle; title: Using ABC to manage customer mix and relationships / Robert S. Kaplan; title: Sprint sell to close sales quickly / Benson P. Shapiro; title: Staple yourself to an order / Benson P. Shapiro, V. Kasturi Rangan and John J. Sviokla; title: Channel management / Frank V. Cespedes; title: Designing channels of distribution / V. Kasturi Rangan; title: Can selling be globalized? : the pitfalls of global account management / David Arnold, Julian Birkinshaw and Omar Toulan; title: Case study : Centra Software / Laetitia Pouliquen and John Deighton.