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Dismantling the sales machine
Adamson, Brent; Dixon, Matthew; Toman, Nicholas - In: Harvard business review : HBR 91 (2013) 11, pp. 102-109
Persistent link: https://www.econbiz.de/10010196107
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Should we fire him for that post?
Watson, Mary Anne; Lopiano, Gabrielle R. - In: Harvard business review : HBR 94 (2016) 3, pp. 103-107
Persistent link: https://www.econbiz.de/10011453152
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Getting beyond "show me the money" : an interview with Andris Zoltners
McGinn, Daniel; Zoltners, Andris A. - In: Harvard business review : HBR 93 (2015) 4, pp. 77-81
Persistent link: https://www.econbiz.de/10010514583
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The right way to use compensation
Roberge, Mark - In: Harvard business review : HBR 93 (2015) 4, pp. 70-75
Persistent link: https://www.econbiz.de/10010514585
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Who’s your most valuable salesperson?
Kumar, V.; Sunder, Sarang; Leone, Robert P. - In: Harvard business review : HBR 93 (2015) 4, pp. 62-68
Persistent link: https://www.econbiz.de/10010514587
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How to really motivate salespeople
Chung, Doug J. - In: Harvard business review : HBR 93 (2015) 4, pp. 54-61
Persistent link: https://www.econbiz.de/10010514590
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Motivating salespeople : what really works
Steenburgh, Thomas; Ahearne, Michael - In: Harvard business review : HBR 90 (2012) 7/8, pp. 70-75
Persistent link: https://www.econbiz.de/10009568163
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The end of solution sales
Adamson, Brent; Dixon, Matthew; Toman, Nicholas - In: Harvard business review : HBR 90 (2012) 7/8, pp. 61-68
Persistent link: https://www.econbiz.de/10009568164
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Customer-driven distribution systems
Stern, Louis W. - In: Harvard business review : HBR 65 (1987) 4, pp. 34-41
Persistent link: https://www.econbiz.de/10001025466
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How to sell new products : focus on learning, not performance
Steenburgh, Thomas J.; Ahearne, Michael - In: Harvard business review : HBR 96 (2018) 6, pp. 92-101
Persistent link: https://www.econbiz.de/10011942185