Excellent selling can seriously damage a company's health

Malcolm McDonald

European Management Journal, 1991, vol. 9, issue 3, 280-283

Abstract: Personal selling is still very effective. But despite more professional sales forces today they are badly hampered by poorly-conceived company marketing strategies. Malcolm McDonald advises that carefully-crafted courses for sales directors only can really improve their productivity and contribution to the company's total strategic direction.

Date: 1991
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