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Best of HBR - Making the Major Sale - A sale can be an expensive, one-shot venture or a complicated, longer-term exchange. This eight-step program will guide you from the logistics...
Shapiro, Benson P.; Posner, Ronald S. - In: Harvard business review : HBR (2006), pp. 140-149
Persistent link: https://www.econbiz.de/10007275683
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What the hell is "market oriented"?
Shapiro, Benson P. - In: Logistik-Management : internationale Konzepte, … 8 (2006) 1, pp. 71-79
Persistent link: https://www.econbiz.de/10007276785
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Neues Marketingdenken: Der loyale Kunde zählt, nicht die schnelle Mark
Slywotzky, Adrian J.; Shapiro, Benson P. - In: Harvard-Business-Manager : das Wissen der Besten 16 (1994) 2, pp. 85-95
Persistent link: https://www.econbiz.de/10007088977
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Staple Yourself to an Order - Many organizations suffer from gaps in their order management cycle that can cause internal strife and damage customer relationships. By "stapling the...
Shapiro, Benson P.; Rangan, V.Kasturi; Sviokla, John J. - In: Harvard business review : HBR (2004), pp. 162-171
Persistent link: https://www.econbiz.de/10005926373
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A book filled with lessons from the best and brightest in the tricky business of product creation.
Bonoma, Thomas V. - In: Across the board 32 (1995) 7, pp. 59
Persistent link: https://www.econbiz.de/10006707773
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The Empty Middle - Why are so many otherwise smart marketers looking for customers where pickings are leanest?
Bonoma, Thomas V. - In: Across the board 30 (1993) 5, pp. 34-39
Persistent link: https://www.econbiz.de/10006711638
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Best of HBR - Major Sales: Who Really Does the Buying? Psychological information about customers is usually freely available and can pave the way for an effective sales strategy. W...
Bonoma, Thomas V. - In: Harvard business review : HBR (2006), pp. 172-181
Persistent link: https://www.econbiz.de/10007275680