- importsource = "00178012-2006-07.txt"
- Artículo:
Low-Pressure Selling
- Autor:
Edward C. Bursk
- Resumen:
Traditional, high-pressure selling techniques were intended to talk the buyer into making a purchase--which often meant driving him to a decision rather than allowing him to reach it freely and independently
- Página:
150
- Sección:
Best of HBR
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648756
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
What Makes a Good Salesman
- Autor:
David Mayer
Herbert M. Greenberg
- Resumen:
Despite millions of dollars spent on combating the high turnover rate among insurance agents, the rate— approximately 50% within the first year and 80% within the first three years--had remained steady for the more than 35 years preceding the publication of David Mayer and Herbert M. Greenberg's 1964 article
- Página:
164
- Sección:
Best of HBR
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648757
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
Major Sales: Who Really Does the Buying?
- Autor:
Thomas V. Bonoma
- Resumen:
When is a buyer not really a buyer? How can the best product at the lowest price turn off buyers? Are there anonymous leaders who make the actual buying decisions? As these questions suggest, the reality of buying and selling is often not what it seems
- Página:
172
- Sección:
Best of HBR
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648758
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
The Top Line
- Autor:
Thomas A. Stewart
- Resumen:
Talk about counterintuitive: Of all the topics in the field of business, sales has probably gotten the least attention from serious researchers. The marketing departments of A-list business schools are thick with faculty and rich with ideas—but few of them have offered much in the way of a sales curriculum
- Página:
10
- Sección:
Best of HBR
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648759
- Actualizado el martes, 10 de julio de 2018 10:27:05 a. m.
- Creado el martes, 10 de julio de 2018 10:27:05 a. m.
- Enlace directo
- Artículo:
A Portfolio Approach to Sales
- Autor:
Robert C. Dudley
Das Narayandas
- Resumen:
What do sales reps at some of today’s biggest B2B vendors have in common with Fuller Brush men of yore? They both have relied on the foot-in-the-door approach to sales: Establish the relationship by leveraging price and performance advantages over competitors, then expand the business by methodically migrating from one adjacent sales opportunity to the next
- Página:
16
- Sección:
Forethought
- Publicación:
Harvard Business Review
- Volúmen:
84
- Número:
7 – 8
- Periodo:
July 2006
- ISSN:
00178012
- SrcID:
00178012-2006-07.txt
- Documento número 648760
- Actualizado el martes, 10 de julio de 2018 10:27:06 a. m.
- Creado el martes, 10 de julio de 2018 10:27:06 a. m.
- Enlace directo
