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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