Track 1: Sales Force Effectiveness

Securing Competitive Advantage through the Sales Function

Noel Capon and Gary Tubridy

How a Subjectively Parameterized Sales Force Deployment and Allocation Model has Stayed Relevant for Over 35 Years and the Resulting Lessons for Managers

Leonard Lodish

(When) Should Marketing and Sales Report to One Top Manager? An Executive Job Demands Perspective

Stephen Anderson-Macdonald, D. Eric Boyd, and Rajesh Chandy

A PDF version of this session’s PowerPoint deck is available here.

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