Selling as a Systematic Process Harvard Case Solution & Analysis

Description of the systems approach to sales. The author, a former salesman IBM, believes that sales requires progresses through a series of stages that end with "get the order." Describes several methods are useful in the management of this progression. "Hide
by Amar V. Bhide, Michael Alter 6 pages. Publication Date: October 14, 1994. Prod. #: 395091-PDF-ENG

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