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Birth of the American Salesman Modern sales management is a uniquely American story, says Harvard Business School's Walter A. Friedman, author of Birth of a Salesman.   |
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The Lessons of Business History: A Handbook A Q&A with Geoffrey Jones, coeditor of the Oxford Handbook of Business History, which provides a state-of-the-art overview of business history research worldwide. |
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Selling's Not A Dirty Word Contrary to popular opinion, selling is important to the financial advisory business. In fact, selling and advice-giving go hand in hand. |
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The Entrepreneurs Who Invented Economic Forecasting The new book Fortune Tellers investigates the history of economic forecasting and its roots in the turbulent nineteenth and twentieth centuries. Read an interview with author Walter A. Friedman and an excerpt. |
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Reintroducing Intellectual Ambition to the Study of Business History The editors of Harvard Business School's Business History Review, Walter A. Friedman and Geoffrey Jones, are challenging historians to tackle big subjects with major importance to the future of business. |
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Sales The CEO of a small consulting company asks how he can train his sales staff. |
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Norm Brodsky |
Street Smarts: It Takes a Company If your best salesperson leaves, how do you make sure you don't lose your best customers, too? |
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Barry Farber |
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How to Succeed in Sales on Commission Only Commissioned sales can be quite lucrative if you have the skills and a good product. |
CRM
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Marshall Lager |
No Sale Can we saw off the third leg of the CRM tripod? |
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Oren Smilansky |
At Forrester's Sales Enablement Forum, It's All About Getting the Story Right As customers grow more independent, sales must leverage marketing content to become indispensable |
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Death of a (B2B) Salesman? Contrary to findings, some contend that reports of salespeople's demise are greatly exaggerated |
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Disputing the Demise of Classic Sales Strategies Modern technologies must be combined with tried-and-true techniques. |
CIO
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Six Things You Want from Your Technology Vendors Our Best Practice Exchange members tell us what their favorite salespeople do right. |
Inc.
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The Secret of Sales Success What really drives salespeople to chase deal after deal? |
Entrepreneur
February 2007
Kim T. Gordon |
Power Tools What do your salespeople need to succeed? Give them a toolkit that helps them out during every step of the sale. |
Entrepreneur
August 2001
Joseph Conlin |
Some Assembly Required You don't get the perfect salesperson by throwing together whatever's handy. Lean in close, and we'll give you a peek at the manual... |
