June 2009
Intermediate to advanced
272 pages
10h 6m
English
A bad system will beat a good person every time.
—W. Edwards Deming
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As the world of selling has become more complex, so have its demands on salespeople. Over the past 15 years, researchers have found that one of the key determinants of sales team member performance was role variability. For example, within the turbulent business environment, sales professionals ...