Managing Selling and the Salesperson 1
Managing Major Accounts 9
Strategic Sales Management：A Boardroom Issue 23
Using ABC to Manage Customer Mix and Relationships 49
Sprint Sell to Close Sales Quickly 59
Staple Yourself to an Order 87
Channel Management 99
Designing Channels of Distribution 113
Can Selling Be Globalized? The Pitfalls of Global Account Management 127
Case Study : Centra Software 143