From the Practitioner's Desk: A Comment on "Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance"

Farrand, Michael D.
January 1998
Journal of Personal Selling & Sales Management;Winter98, Vol. 18 Issue 1, p49
Academic Journal
In this era of rapid technological change and increased profitability pressures, the article by James A. Colletti and Lawrence B. Chonko titled 'Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance' (JPSSM, Spring 1997) should be required reading for managerial decision makers at all levels. It is full of eye-opening revelations that offer a recipe for success that is one part common sense and two parts strategy.


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