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Oracle Teaches Its Sales Force to Play Nice

Date: July 28, 2004
Author: Lisa Vaas
QUOTE: ...the Redwood Shores, Calif., database behemoth began the process of releasing its first-ever set of guidelines to instruct its sales staff in North America on how to play nice with partners...

ABSTRACT: Oracle, a leading computer database publisher, has long had a reputation for a hard-charging sales force that would take business from the companies it was ostensibly partnered with. In order to expand its business, it is now giving its commission sales force guidelines for cooperating with (i.e. being willing to share revenue with) partner companies.

--- A. Willing

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