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MOTIVATION - The Party's Over - Lavish holiday parties and fat commission checks were fair game in good times. But a rapid transformation of corporate culture is forcing managers t...
Cohen, Andy - In: Sales & marketing management 154 (2002) 11, pp. 46
Persistent link: https://www.econbiz.de/10006438446
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MANAGEMENT - Should You Raid Your Rival's Sales Force? - Tempted to hire a sales rep away from the competition? Here, we debate the pros and cons of stealing salespeople away from...
Chang, Julia; Cohen, Andy - In: Sales & marketing management 154 (2002) 8, pp. 42
Persistent link: https://www.econbiz.de/10006440048
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CAREERS IN CRISIS - A Change of Heart - In this final installment of our three-part series on executives who are out of work, we introduce you to someone who has overcome many obst...
Cohen, Andy - In: Sales & marketing management 154 (2002) 7, pp. 48
Persistent link: https://www.econbiz.de/10006440447
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Features - COVER STORY - Look Who's Cooking Now - Today's new breed of chef not only whips up lavish meals, but also markets himself as a growing consumer brand. Here, today's brig...
Cohen, Andy - In: Sales & marketing management 153 (2001) 12, pp. 30-35
Persistent link: https://www.econbiz.de/10006444419
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Strategies & trends - Briefcase - A foreigner is bringing a new marketing approach to the hockey business.
Cohen, Andy - In: Sales & marketing management 153 (2001) 6, pp. 24-26
Persistent link: https://www.econbiz.de/10006447652
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Features - COVER STORY - Is This Guy For Real? - Internet billionaire Mark Cuban bought his way into the National Basketball Association last year -- And he's been making a lot of...
Cohen, Andy - In: Sales & marketing management 153 (2001) 5, pp. 36-46
Persistent link: https://www.econbiz.de/10006448233
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Features - MANAGEMENT - When it Pays To Be a Tyrant - There are some instances that call for a tougher management style. Here are four times when executives need to show their empl...
Cohen, Andy - In: Sales & marketing management 153 (2001) 2, pp. 70-77
Persistent link: https://www.econbiz.de/10006449841
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Features - SALES - Selling USA - Looking for some great, off-the-beaten-track places to send your salespeople in 2001? S&MM offers its annual 20 Hottest Cities to Sell In report. F...
Cohen, Andy - In: Sales & marketing management 152 (2000) 11, pp. 58-75
Persistent link: https://www.econbiz.de/10006451644
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Strategies & trends - BriefCase - In less than two years, Clare Hart merged two large sales forces and built a business from scratch. And she's not done yet.
Cohen, Andy - In: Sales & marketing management 152 (2000) 11, pp. 22-24
Persistent link: https://www.econbiz.de/10006451650
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Features - SALES STRATEGY - The Traits of Great Sales Forces - An exclusive S&MM-Towers Perrin survey shows what separates the top sales organizations from all the rest
Cohen, Andy - In: Sales & marketing management 152 (2000) 10, pp. 67-75
Persistent link: https://www.econbiz.de/10006452345