pt. 1. Introduction -- pt. 2. Building key capabilities -- pt. 3. Engaging the sales force -- pt. 4. Designing effective sales processes -- pt. 5. Aligning sales force incentives and building the infrastructure.

Consumer auctions were very popular in the early days of internet commerce, but today online sellers mostly use posted prices. Data from eBay shows that compositional shifts in the items being sold, or the sellers offering these items, cannot account for this evolution. Instead, the returns to...