Forging an Effective Sales Organization
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Authors:
Todd Kulik -
Publication Date:
February 1999 -
Report Number:
R-1232-99-CH
The report highlights many of the important aspects involved in creating effective and up-to-date sales organizations. Case studies, based on presentations made by conference participants, summarize the various experiences businesses have gained as they try and meet future sales challenges. Problems solved, benefits accrued, and lessons learned are all included. Participating organizations include The Alexander Group, Inc., IBM North America, and Lucent Technologies. (24 pages)