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Reference no. 9-395-091
Subject category: Entrepreneurship
Authors: Michael Alter (Harvard Business School); Amar Bhide (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 4 March 1998
Length: 6 pages
Topics: Personal selling; Entrepreneurship; Sales strategy
Share a link: https://casecent.re/p/45535
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Abstract

Describes a systematic approach to selling. The author, a former IBM salesman, believes that selling requires progressing through a series of stages, which culminate in "getting the order." Describes several techniques useful in managing this progression.
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Abstract

Describes a systematic approach to selling. The author, a former IBM salesman, believes that selling requires progressing through a series of stages, which culminate in "getting the order." Describes several techniques useful in managing this progression.

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Sorry, this product has no related items.