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How right should the customer be?

Author: Anderson, Erin ; Onyemah, VincentINSEAD Area: MarketingIn: Harvard Business Review, vol. 84, no. 7-8, July/August 2006 Language: EnglishDescription: p. 58-67.Type of document: INSEAD ArticleNote: Please ask us for this itemAbstract: Strategy suffers and execution fails when companies don’t help salespeople manage the tension between serving the customer and serving the company. A holistic sales force control system can improve alignment and results.
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Strategy suffers and execution fails when companies don’t help salespeople manage the tension between serving the customer and serving the company. A holistic sales force control system can improve alignment and results.

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