skip to content
Sales management Preview this item
ClosePreview this item
Checking...

Sales management

Author: David J Arnold
Publisher: Boston, MA : HBS Pub., ©2002.
Series: Business fundamentals as taught at the Harvard Business School.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

 

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: David J Arnold
ISBN: 1578519950 9781578519958
OCLC Number: 50641699
Notes: "HBS number: 9950"--Cover.
Description: v, 161 pages : illustrations ; 28 cm.
Contents: Managing selling and the salesperson / Frank V. Cespedes --
Managing major accounts / Frank V. Cespedes --
Strategic sales management : a boardroom issue / Benson P. Shapiro, Adrian J. Slywotzky and Stephen X. Doyle --
Using ABC to manage customer mix and relationships / Robert S. Kaplan --
Sprint sell to close sales quickly / Benson P. Shapiro --
Staple yourself to an order / Benson P. Shapiro, V. Kasturi Rangan and John J. Sviokla --
Channel management / Frank V. Cespedes --
Designing channels of distribution / V. Kasturi Rangan --
Can selling be globalized? : the pitfalls of global account management / David Arnold, Julian Birkinshaw and Omar Toulan --
Case study : Centra Software / Laetitia Pouliquen and John Deighton.
Series Title: Business fundamentals as taught at the Harvard Business School.
Responsibility: [contributors, David J. Arnold and others].

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(2)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/50641699> # Sales management
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "50641699" ;
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/mau> ;
   library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/2869476782#Place/boston_ma> ; # Boston, MA
   schema:about <http://dewey.info/class/658.4/> ;
   schema:about <http://experiment.worldcat.org/entity/work/data/2869476782#Topic/ventes_gestion> ; # Ventes--Gestion
   schema:about <http://id.worldcat.org/fast/1103833> ; # Sales management
   schema:bookEdition "2nd ed." ;
   schema:bookFormat bgn:PrintBook ;
   schema:contributor <http://viaf.org/viaf/109663287> ; # David J. Arnold
   schema:copyrightYear "2002" ;
   schema:datePublished "2002" ;
   schema:description "Managing selling and the salesperson / Frank V. Cespedes -- Managing major accounts / Frank V. Cespedes -- Strategic sales management : a boardroom issue / Benson P. Shapiro, Adrian J. Slywotzky and Stephen X. Doyle -- Using ABC to manage customer mix and relationships / Robert S. Kaplan -- Sprint sell to close sales quickly / Benson P. Shapiro -- Staple yourself to an order / Benson P. Shapiro, V. Kasturi Rangan and John J. Sviokla -- Channel management / Frank V. Cespedes -- Designing channels of distribution / V. Kasturi Rangan -- Can selling be globalized? : the pitfalls of global account management / David Arnold, Julian Birkinshaw and Omar Toulan -- Case study : Centra Software / Laetitia Pouliquen and John Deighton."@en ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/2869476782> ;
   schema:inLanguage "en" ;
   schema:isPartOf <http://experiment.worldcat.org/entity/work/data/2869476782#Series/business_fundamentals_as_taught_at_the_harvard_business_school> ; # Business fundamentals as taught at the Harvard Business School.
   schema:isPartOf <http://experiment.worldcat.org/entity/work/data/2869476782#Series/business_fundamentals_from_harvard_business_school_publishing> ; # Business fundamentals from Harvard Business School Publishing
   schema:name "Sales management"@en ;
   schema:productID "50641699" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/50641699#PublicationEvent/boston_ma_hbs_pub_2002> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/2869476782#Agent/hbs_pub> ; # HBS Pub.
   schema:workExample <http://worldcat.org/isbn/9781578519958> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/50641699> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/2869476782#Series/business_fundamentals_as_taught_at_the_harvard_business_school> # Business fundamentals as taught at the Harvard Business School.
    a bgn:PublicationSeries ;
   schema:hasPart <http://www.worldcat.org/oclc/50641699> ; # Sales management
   schema:name "Business fundamentals as taught at the Harvard Business School." ;
    .

<http://experiment.worldcat.org/entity/work/data/2869476782#Series/business_fundamentals_from_harvard_business_school_publishing> # Business fundamentals from Harvard Business School Publishing
    a bgn:PublicationSeries ;
   schema:hasPart <http://www.worldcat.org/oclc/50641699> ; # Sales management
   schema:name "Business fundamentals from Harvard Business School Publishing" ;
    .

<http://id.worldcat.org/fast/1103833> # Sales management
    a schema:Intangible ;
   schema:name "Sales management"@en ;
    .

<http://viaf.org/viaf/109663287> # David J. Arnold
    a schema:Person ;
   schema:familyName "Arnold" ;
   schema:givenName "David J." ;
   schema:name "David J. Arnold" ;
    .

<http://worldcat.org/isbn/9781578519958>
    a schema:ProductModel ;
   schema:isbn "1578519950" ;
   schema:isbn "9781578519958" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.