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The IBM way : insights into the world's most successful marketing organization

Author: F G Rodgers; Robert L Shook
Publisher: New York : Harper & Row, ©1986.
Edition/Format:   Print book : English : 1st edView all editions and formats
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Genre/Form: Case studies
Additional Physical Format: Online version:
Rodgers, F.G. (Francis G.).
IBM way.
New York : Harper & Row, ©1986
(OCoLC)561787046
Document Type: Book
All Authors / Contributors: F G Rodgers; Robert L Shook
ISBN: 0060155221 9780060155223 0060914173 9780060914172
OCLC Number: 12804852
Notes: Includes index.
Description: xiv, 235 pages ; 25 cm
Contents: A business and its beliefs --
Leadership --
Creating a totally sales-oriented environment --
Building a superior marketing organization --
Future-oriented marketing --
Solution-minded selling --
Being responsive to the customer --
Service, service, service ... and more service --
Measurement and compensation --
The entrepreneurial spirit.
Responsibility: F.G. "Buck" Rodgers, with Robert L. Shook.

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