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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
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5438 .H37 2008
(Browse shelf)
Available 900193979
Book Europe Campus
Main Collection
Print HF5438 .H37 2008
(Browse shelf)
Available 001324463
Total holds: 0

Includes index


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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