Harvard Business Review on sales and selling
Publisher: Harvard Business School Publishing, 2008.Language: EnglishDescription: 200 p. ; 21 cm.ISBN: 9781422145913Type of document: BookBibliography/Index: Includes index
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
|
Asia Campus Main Collection |
HF5438 .H37 2008
(Browse shelf) 900193979 |
Available | 900193979 | |||
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|
Europe Campus Main Collection |
HF5438 .H37 2008
(Browse shelf) 001324463 |
Available | 001324463 |
Includes index
Digitized
Harvard Business Review on Sales and Selling Contents The New Science of Sales Force Productivity 1 DIANNE LEDINGHAM, MARK KOVAC, AND HEIDI LOCKE SIMON How to Pitch a Brilliant Idea 23 KIMBERLY D. ELSBACH What Makes a Good Salesman 41 DAVID MAYER AND HERBERT M. GREENBERG Low-Pressure Selling 63 EDWARD C. BURSK Making the Major Sale 97 BENSON P. SHAPIRO AND RONALD S. POSNER Major Sales: Who Really Does the Buying? 123 THOMAS V. BONOMA Humanize Your Selling Strategy 149 HARVEY B. MACKAY Manage the Customer, Not Just the Sales Force 167 BENSON P. SHAPIRO About the Contributors 189 Index 191
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