附註:Articles originally published in the Harvard business review.
Companion volume to: Keeping customers.
Includes bibliographical references and index.
New ways to reach your customers / Benson P. Shapiro and John Wyman -- Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz -- Teamwork for today's selling / Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman -- "Backward" market research / Alan R. Andreasen -- How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma -- Major sales : who really does the buying? / Thomas V. Bonoma -- Humanize your selling strategy / Harvey B. Mackay -- Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro -- Learning from losing a customer / David Green -- Making the major sale / Benson P. Shapiro and Ronald S. Posner -- Industrial selling : beyond price and persistence / Clifton J. Reichard -- The case of the pricing predicament / Mary Karr -- Negotiating with a customer you can't afford to lose / Thomas C. Keiser -- What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro -- Make the sales task clear / Benson P. Shapiro and Stephen X. Doyle -- Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg -- How to pay your sales force / John P. Steinbrink -- Turn your industrial distributors into partners / James A. Narus and James C. Anderson -- Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.
