Harvard Business Publishing

Please click on the choices below to learn more about this product.

Understanding What Your Sales Manager Is Up Against

Author(s): Jim Dickie and Barry Trailer

DOI: 10.1225/R0607C

• Learn More or Purchase This Article
• Related Titles on This Subject
  • Attitudes
    • "The American Challenge:" Europe's Response to American Business
    • Changing a Culture of Face Time
    • Genius at Work: A Conversation with Mark Morris
    • Getting the Truth into Workplace Surveys
    • More...
  • Automation
    • Ad Classification at Right Media
    • Automated Decision Making Comes of Age
    • Automation to Boost Sales and Marketing
    • Best Face Forward: Why Companies Must Improve Their Service Interfaces with Customers (Hardcover)
    • More...
  • Customer relationship management
    • 2002 HBR List: Breakthrough Ideas for Today's Business Agenda
    • 2002 HBR List: Don't Delight Your Customers Away (HBR Article Collection)
    • AREVA T&D
    • Achieving Deep Customer Focus
    • More...
  • Decision making
    • 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (Hardcover)
    • A123Systems
    • ABCs of the Critical Path Method
    • ABRY Partners, LLC: WideOpenWest
    • More...
  • More...
• Current Issue of HBR
• Subscribe to Harvard Business Review
• HBR Article Collections

Powered by Content Directions, Inc. (CDI) and the Digital Object Identifier (DOI) View additional CDI examples     Want to Add This Link to Your Site?