Seeking customers / edited, with an introduction by Benson P. Shapiro and John J. Sviokla.
Contributor(s): Shapiro, Benson P
| Sviokla, J. J.
Material type: 
TextSeries: Harvard business review book series: Publisher: Boston, MA : Harvard Business School Pub., c1993General Notes: Articles originally published in the Harvard business review; Companion volume to: Keeping customers.Bibliography: Includes bibliographical references and index.Description: xviii, 343 p. : ill ; 25 cm.ISBN: 0875843328 (acid-free paper) :.Uniform titles: Harvard business review. Subject(s): Selling | Consumers' preferences | Consumer satisfactionDDC classification: 658.8/343 | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.8 Se32 (Browse shelf(Opens below)) | Available | 34284001303304 |
Articles originally published in the Harvard business review.
Companion volume to: Keeping customers.
Includes bibliographical references and index.
New ways to reach your customers / Benson P. Shapiro and John Wyman -- Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz -- Teamwork for today's selling / Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman -- "Backward" market research / Alan R. Andreasen -- How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma -- Major sales : who really does the buying? / Thomas V. Bonoma -- Humanize your selling strategy / Harvey B. Mackay -- Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro -- Learning from losing a customer / David Green -- Making the major sale / Benson P. Shapiro and Ronald S. Posner -- Industrial selling : beyond price and persistence / Clifton J. Reichard -- The case of the pricing predicament / Mary Karr -- Negotiating with a customer you can't afford to lose / Thomas C. Keiser.
What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro -- Make the sales task clear / Benson P. Shapiro and Stephen X. Doyle -- Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg -- How to pay your sales force / John P. Steinbrink -- Turn your industrial distributors into partners / James A. Narus and James C. Anderson -- Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.
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