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Sales management

Contributor(s): Material type: TextTextSeries: Business fundamentals ; 9950Publication details: Boston Harvard Business School Publishing 2002Edition: 2ndDescription: v, 161 p.: ill. Includes referencesISBN:
  • 9781578519958
Subject(s): DDC classification:
  • R 016.658 S2
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"
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Item type Current library Item location Collection Shelving location Call number Status Date due Barcode
Reference Vikram Sarabhai Library Reference / Slot 1476 (2nd Floor West Wing) Reference Reference R 016.658 S2 (Browse shelf(Opens below)) 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"

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