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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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Article MetaInformation:

Key People:

Key Organizations:

• Oracle Corporation

Subject & Geographic Categories:

• Abstract Principles
  • Control / Access / Permission
    • Cooperation / Coordination / Collaboration

• Businesses & Organizations
  • Professional Relationships
    • Agents/Middlemen (Sales)

• Computers & Information Technology
  • Software (general)

• North America
  • United States of America/USA

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