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Integrated Sales Process Management: A Methodology for Improving Sales Effectiveness in the 21st Century
Selling is getting more and more complex, yet very few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup.There is pressure to adopt sales...more
Paperback, 400 pages
Published
May 23rd 2006
by Authorhouse
(first published 2006)
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