HBSP (USA)
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New Science of Sales Force Productivity (Spanish version)
Ledingham, Dianne; Kovac, Mark; Simon, Heidi LockeArticle HBS-R0609HMarketingFor years, sales managers at many companies have relied on top performers and sheer numbers of sales reps to stay competitive. But while they may have squeaked by on this wing-and-a-prayer technique, their sales teams haven't thrived the way they once did. Today's most successful sales leaders are taking a more scientific approach. Savvy managers are reshaping their tactics in response to changing markets. They are reaching out to new customers i...Starting at €8.20
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Talk About Brand Strategy (Spanish version)
Mizik, Natalie; Jacobson, RobertArticle HBS-F0510JMarketingCommunicating your brand strategy to the financial community can boost share price, say Columbia Business School's Natalie Mizik and University of Washington Business School's Robert Jacobson.Starting at €8.20