by Michelle Vazzana, Jason Jordan | Publisher: McGraw-Hill | Release Date: October 2011 | ISBN: 9781260117622

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1. Open 00:00:17
2. Foreward 00:12:09
3. Part 1, Chapter 1: CRM, Reporting, and a False Sense of Control 00:16:19
4. Part 2, Chapter 2: What Can We Really Manage? 00:42:28
5. Chapter 3: Business Results-the Company's Health 00:42:03
6. Chapter 4: Sales Objectives-the Sales Force's Mandates 00:30:38
7. Chapter 4 continued 00:33:14
8. Chapter 5: Sales Activities-the Drivers of Sales Performance 00:38:54
9. Chapter 5 continued 00:46:40
10. Part 3, Chapter 6: Building the Foundation for Control 00:35:53
11. Chapter 6 continued 00:38:17
12. Chapter 7: Selecting and Collecting Your Metrics 00:33:12
13. Chapter 8: Managing with Processes and Numbers 1:00:04
14. Chapter 9: Mission Accomplished 00:09:53
15. Close 00:00:41