"What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by...

chapter 1 The Importance of Leadership in Sales Management -- chapter 2 Making Sure the Goals of Corporate Conform to the Sales and Marketing Initiatives -- chapter 3 Globalization and Sales Management -- chapter 4 Know When to Be the Mother, the Father, the Brother, the Best Friend, or the...

Secured lenders have recently demanded a new condition in distressed debt restructurings: competing secured lenders must lose priority. We model the implications of this "creditor-on-creditor violence" trend. In our dynamic model, secured lenders enjoy higher priority in default. However,...