Normal view MARC view ISBD view

Sales management

Contributor(s): Arnold, David J [Contributor] | Birkinshaw, Julian M [Contributor] | Cespedes, Frank V [Contributor] | Deighton, John [Contributor] | Doyle, Stephen X [Contributor] | Kaplan, Robert S [Contributor] | Pouliquen, Laetitia [Contributor] | Rangan, V. Kasturi [Contributor] | Shapiro, Benson P [Contributor] | Slywotzky, Adrian J [Contributor] | Sviokla, John J [Contributor] | Toulan, Omar [Contributor].
Material type: materialTypeLabelBookSeries: Business Fundamentals Series. HBS number - 9950. Publisher: Boston Harvard Business School Publishing 2002Edition: 2nd ed.Description: v, 161 p.ISBN: 9781578519958.Subject(s): Customer relations | Distribution channels | Marketing management | Marketing organization | Sales management | Sales organization | Sales strategyDDC classification: R 016.658 Summary: "Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection includes seven background notes, one Harvard Business School case study, and one article each from Harvard Business Review and California Management Review. The collection covers ideas, issues, and best-practice principles associated directly with sales management or with closely related topics, such as designing and managing distribution channels. Included are: ""Managing Selling and the Salesperson,"" ""Managing Major Accounts,"" ""Strategic Sales Management: A Boardroom Issue,"" ""Using ABC to Manage Customer Mix and Relationships,"" ""Sprint Sell to Close Sales Quickly,"" ""Staple Yourself to an Order,"" ""Channel Management,"" ""Designing Channels of Distribution,"" ""Can Selling Be Globalized?: The Pitfalls of Global Account Management,"" and the case study ""Centra Software."" Each item is preceded by a summary, an outline, learning objectives, and a set of questions, ideas, and exercises"
Tags from this library: No tags from this library for this title. Log in to add tags.
    average rating: 0.0 (0 votes)
Item type Current location Item location Call number Status Date due Barcode
Reference Vikram Sarabhai Library
Slot 1476 (2 Floor, West Wing) R 016.658 S2 (Browse shelf) Not for Issue 160056

"Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection includes seven background notes, one Harvard Business School case study, and one article each from Harvard Business Review and California Management Review. The collection covers ideas, issues, and best-practice principles associated directly with sales management or with closely related topics, such as designing and managing distribution channels. Included are: ""Managing Selling and the Salesperson,"" ""Managing Major Accounts,"" ""Strategic Sales Management: A Boardroom Issue,"" ""Using ABC to Manage Customer Mix and Relationships,"" ""Sprint Sell to Close Sales Quickly,"" ""Staple Yourself to an Order,"" ""Channel Management,"" ""Designing Channels of Distribution,"" ""Can Selling Be Globalized?: The Pitfalls of Global Account Management,"" and the case study ""Centra Software."" Each item is preceded by a summary, an outline, learning objectives, and a set of questions, ideas, and exercises"

There are no comments for this item.

Log in to your account to post a comment.

Powered by Koha