Appendix . Notes

Chapter 1


Arthur Miller, Death of a Salesman (New York: The Viking Press, 1958), 81.


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.


Fred Hassan, “Leading Change from the Top Line,” Harvard Business Review, 84 (7/8) (Jul/Aug 2006), 90.


Sun Tsu, The Art of War, Samuel B. Griffith, Translator (Oxford, UK: Oxford University Press, 1963), 138.


See also Robert Fritz, The Path of Least Resistance for Managers: Designing Organizations to Succeed (San Francisco: Berrett-Koehler Publishers, 1999).

Chapter 2


Sun Tzu, op cit., 138.


For a more detailed discussion of carryover and sizing, see Andris A. Zoltners, Prabhakanant ...

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