Harvard business review on sales and selling.

Harvard business review on sales and selling.

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Bibliographic Details
Imprint:	Boston, Mass. : Harvard Business Press, c2008.
Description:	vii, 200 p. : ill. ; 21 cm.
Language:	English
Series:	The Business review paperback series Harvard business review paperback series.
Subject:	Sales management. Sales management.
Format:	Print Book
URL for this record:	http://pi.lib.uchicago.edu/1001/cat/bib/7699401

Hidden Bibliographic Details
Other uniform titles:	Harvard business review.
ISBN:	9781422145913 (pbk.) 1422145913 (pbk.)
Notes:	"Ideas with impact"--Cover. Includes bibliographical references and index.
Summary:	This title shows how to develop and sustain a low-pressure sales force to truly master the 'soft sell'. It also shows how to determine who really wants to buy, and how to pitch to the real decision makers.

Table of Contents:

The New Science of Sales Force Productivity
How to Pitch a Brilliant Idea
What Makes a Good Salesman
Low-Pressure Selling
Making the Major Sale
Major Sales: Who Really Does the Buying?
Humanize Your Selling Strategy
Manage the Customer, Not Just the Sales Force
About the Contributors
Index