Appendix . Notes
Chapter 1
| 1. | Arthur Miller, Death of a Salesman (New York: The Viking Press, 1958), 81. |
| 2. | Jerome A. Colletti & Mary S. Fiss, “The Ultimately Accountable Job: Leading Today’s Sales Organization,” Harvard Business Review 84 (7/8), (Jul/Aug 2006), 124, 185–190. |
| 3. | Fred Hassan, “Leading Change from the Top Line,” Harvard Business Review, 84 (7/8) (Jul/Aug 2006), 90. |
| 4. | Sun Tsu, The Art of War, Samuel B. Griffith, Translator (Oxford, UK: Oxford University Press, 1963), 138. |
| 5. | See also Robert Fritz, The Path of Least Resistance for Managers: Designing Organizations to Succeed (San Francisco: Berrett-Koehler Publishers, 1999). |
Chapter 2
| 1. | Sun Tzu, op cit., 138. |
| 2. | For a more detailed discussion of carryover and sizing, see Andris A. Zoltners, Prabhakanant ... |
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