Matches in Harvard for { <http://id.lib.harvard.edu/aleph/007653169/catalog> ?p ?o. }
Showing items 1 to 25 of
25
with 100 items per page.
- catalog abstract "Using dozens of examples from some of America's best-run businesses, Selling Machine illustrates the benefits of implementing a top-to-bottom sales approach, one that links salespeople with their colleagues in manufacturing, finance, and R & D into powerful cross-functioning teams. Among the topics covered: how to create account teams using employees from various departments - not just sales and marketing - devoted to solving problems for key clients; how to use today's technology to make the flow of information from clients to headquarters and back a vital ally in strengthening customer relationships; and how to involve salespeople and sales managers in establishing a sound strategic approach to every client.".
- catalog contributor b10578729.
- catalog contributor b10578730.
- catalog contributor b10578731.
- catalog created "c1997.".
- catalog date "1997".
- catalog date "c1997.".
- catalog dateCopyrighted "c1997.".
- catalog description "Introduction: Bringing Selling In Out of the Cold -- pt. 1. The Sales Process: Essential Redefinitions. 1. Redefining Selling: Involving Everyone in Securing Your Company's Revenue. 2. Redefining Customer Need: Zeroing In on "Solution Image" -- pt. 2. Seven Deadly Scenes: Using the Sales Process to Solve Your Business Nightmares. 3. Prologue: Real Problems, Real Solutions. 4. Who's in Charge Here? 5. What Do They Want, Anyway? 6. Can't You Come Back Tomorrow? 7. Is This Really Your Rock-Bottom Price? 8. Why Didn't We See That Coming? 9. How Did We Let Them Get Away? 10. Does Anybody Have a Twenty-Five-Hour Day? -- pt. 3. The Sales Process as an Operating System: The Three Rs of Implementation. 11. Beyond Training Events.".
- catalog description "Using dozens of examples from some of America's best-run businesses, Selling Machine illustrates the benefits of implementing a top-to-bottom sales approach, one that links salespeople with their colleagues in manufacturing, finance, and R & D into powerful cross-functioning teams. Among the topics covered: how to create account teams using employees from various departments - not just sales and marketing - devoted to solving problems for key clients; how to use today's technology to make the flow of information from clients to headquarters and back a vital ally in strengthening customer relationships; and how to involve salespeople and sales managers in establishing a sound strategic approach to every client.".
- catalog extent "xiv, 302 p. :".
- catalog identifier "0812927176".
- catalog issued "1997".
- catalog issued "c1997.".
- catalog language "eng".
- catalog publisher "New York : Times Business,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.4 .S265 1997".
- catalog subject "Organizational change Management.".
- catalog subject "Organizational effectiveness.".
- catalog subject "Sales management.".
- catalog subject "Sales promotion.".
- catalog tableOfContents "Introduction: Bringing Selling In Out of the Cold -- pt. 1. The Sales Process: Essential Redefinitions. 1. Redefining Selling: Involving Everyone in Securing Your Company's Revenue. 2. Redefining Customer Need: Zeroing In on "Solution Image" -- pt. 2. Seven Deadly Scenes: Using the Sales Process to Solve Your Business Nightmares. 3. Prologue: Real Problems, Real Solutions. 4. Who's in Charge Here? 5. What Do They Want, Anyway? 6. Can't You Come Back Tomorrow? 7. Is This Really Your Rock-Bottom Price? 8. Why Didn't We See That Coming? 9. How Did We Let Them Get Away? 10. Does Anybody Have a Twenty-Five-Hour Day? -- pt. 3. The Sales Process as an Operating System: The Three Rs of Implementation. 11. Beyond Training Events.".
- catalog title "Selling machine : how to focus every member of your company on the vital business of selling / Diane Sanchez, Stephen E. Heiman, and Tad Tuleja.".
- catalog type "text".