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- catalog contributor b7813081.
- catalog created "c1995.".
- catalog date "1995".
- catalog date "c1995.".
- catalog dateCopyrighted "c1995.".
- catalog description "Includes bibliographical references (p. 165-166) and index.".
- catalog description "pt. I. Market Dynamics. Ch. 1. In Pursuit of Customer Loyalty. Ch. 2. A New Type of Customer -- pt. II. Building Customer Relationships. Ch. 3. The Customer Relationship Process. Ch. 4. Consultative Selling. Ch. 5. Salesperson as Strategic Orchestrator. Ch. 6. Salesperson as Business Consultant. Ch. 7. Salesperson as Long-Term Ally -- pt. III. Critical Success Factors. Ch. 8. Strategic Sales Training. Ch. 9. Strategic Sales Coaching -- Epilogue: The Next Wave -- Appendix A Profiles of Sales Leadership Research -- Appendix B Sales Performance Research Studies from Learning International -- Appendix C Customer Loyalty Research -- Appendix D The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics -- Appendix E The Salesperson of the '90s -- From the Customer's Point of View.".
- catalog extent "xiv, 172 p. :".
- catalog identifier "0786303522".
- catalog issued "1995".
- catalog issued "c1995.".
- catalog language "eng".
- catalog publisher "Chicago : Irwin Professional Pub.,".
- catalog subject "658.8/1 20".
- catalog subject "Customer relations.".
- catalog subject "HF5438.4 .H54 1995".
- catalog subject "Sales management.".
- catalog subject "Selling.".
- catalog tableOfContents "pt. I. Market Dynamics. Ch. 1. In Pursuit of Customer Loyalty. Ch. 2. A New Type of Customer -- pt. II. Building Customer Relationships. Ch. 3. The Customer Relationship Process. Ch. 4. Consultative Selling. Ch. 5. Salesperson as Strategic Orchestrator. Ch. 6. Salesperson as Business Consultant. Ch. 7. Salesperson as Long-Term Ally -- pt. III. Critical Success Factors. Ch. 8. Strategic Sales Training. Ch. 9. Strategic Sales Coaching -- Epilogue: The Next Wave -- Appendix A Profiles of Sales Leadership Research -- Appendix B Sales Performance Research Studies from Learning International -- Appendix C Customer Loyalty Research -- Appendix D The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics -- Appendix E The Salesperson of the '90s -- From the Customer's Point of View.".
- catalog title "High performance sales organizations : achieving competitive advantage in the global marketplace / Kevin J. Corcoran ... [et al.].".
- catalog type "text".