Fixing the Fatal Flaws of Your Sales Force

The key sales force performance drivers.

Publisher: The Boston Consulting Group

Date of publication: 2003

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Synopsis

This article is one of the sources used in Manageris’ synopses:

Selling customized solutions rather than finished products--how to modify the behavior of the sales force to adapt to a service strategy?

132b – Synthèse (8 p.) Sales and distribution

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