This book provides advice on how to increase profitability through improved marketing and sales management. It offers practical suggestions on how to identify prospects, initiate relationships, price the product or service, and close the sale. The book includes contributions from leading academics and consultants, including Benson P. Shapiro, Harvey B. Mackay, Rowland T. Moriarty, and Thomas V. Bonoma. Issues addressed include customer-focused marketing, managing customer relationships, the art and science of selling, learning from compensation, and composition.
- ISBN10 0875843328
- ISBN13 9780875843322
- Publish Date 1 April 1993
- Publish Status Out of Print
- Out of Print 2 June 2021
- Publish Country US
- Imprint Harvard Business Review Press
- Format Hardcover
- Pages 368
- Language English