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Learn about the difference between the product centric and customer centric approach to our organisation design. Understand how important the value of your customer portfolio is to your future success. As well as the case story that formed the principles of Profit by Design.
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Written by Mark for the Brisbane Graduate School of Business and published by QUT. Based around six modules; Intro to Sales Management; The Process of Sales; Sales Strategies; Sales Management – the people; Performance Management; Sales Management Process.
Approx 25k words, this PDF does not contain readings, page count 108.
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