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Table of Contents
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Foreward
Part 1, Chapter 1: CRM, Reporting, and a False Sense of Control
Part 2, Chapter 2: What Can We Really Manage?
Chapter 3: Business Results-the Company’s Health
Chapter 4: Sales Objectives-the Sales Force’s Mandates
Chapter 4 continued
Chapter 5: Sales Activities-the Drivers of Sales Performance
Chapter 5 continued
Part 3, Chapter 6: Building the Foundation for Control
Chapter 6 continued
Chapter 7: Selecting and Collecting Your Metrics
Chapter 8: Managing with Processes and Numbers
Chapter 9: Mission Accomplished
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