Implementation, Job Definition
|Title:||Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance|
|Publication:||Journal of Personal Selling & Sales Management, Spring 1997|
|Synopsis:||Discusses change management initiatives undertaken by companies for the purpose of sustaining competitive advantage with customers and preventing sales force obsolescence.|
|Title:||Predicting the Long-Run Impact of a Contemplated Sales Force Compensation Plan|
|Publication:||Journal of Operational Research Society, 12/97|
|Synopsis:||Methods for predicting the effect of compensation change. Very technical, includes Markovian model for predicting results of change.|
|Title:||More Than Sizzle|
|Publication:||LAN, April 1999|
|Synopsis:||Pluses and minuses of a sales ...|
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