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Seeking customers

Record Type:	Electronic resources : Monograph/item
Title/Author:	Seeking customers/ edited, with an introduction by Benson P. Shapiro and John J. Sviokla.
other author:	Shapiro, Benson P.
Published:	Boston, MA :Harvard Business School Pub., : c1993.,
Description:	xviii, 343 p. :ill. ;25 cm.
Notes:	Articles originally published in the Harvard business review.
Series:	The Harvard business review book series
[NT 15003449]:	New ways to reach your customers / Benson P. Shapiro and John Wyman -- Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz -- Teamwork for today's selling/ Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman -- "Backward" market research / Alan R. Andreasen -- How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma -- Major sales : who really does the buying?/ Thomas V. Bonoma -- Humanize your selling strategy / Harvey B. Mackay -- Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro -- Learning from losing a customer/ David Green -- Making the major sale / Benson P. Shapiro and Ronald S. Posner -- Industrial selling : beyond price and persistence / Clifton J. Reichard -- The case of the pricing predicament/ Mary Karr -- Negotiating with a customer you can't afford to lose / Thomas C. Keiser -- What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro -- Make the sales task clear/ Benson P. Shapiro and Stephen X. Doyle -- Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg -- How to pay your sales force / John P. Steinbrink -- Turn your industrial distributors into partners/ James A. Narus and James C. Anderson -- Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.
Subject:	Consumer satisfaction. -
Online resource:	https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=40317An electronic book accessible through the World Wide Web; click for information
ISBN:	0585250308 (electronic bk.)

Seeking customers
Seeking customers[electronic resource] /edited, with an introduction by Benson P. Shapiro and John J. Sviokla. - Boston, MA :Harvard Business School Pub.,c1993. - xviii, 343 p. :ill. ;25 cm. - The Harvard business review book series.

Articles originally published in the Harvard business review.

Includes bibliographical references and index.

New ways to reach your customers / Benson P. Shapiro and John Wyman -- Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz -- Teamwork for today's selling/ Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman -- "Backward" market research / Alan R. Andreasen -- How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma -- Major sales : who really does the buying?/ Thomas V. Bonoma -- Humanize your selling strategy / Harvey B. Mackay -- Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro -- Learning from losing a customer/ David Green -- Making the major sale / Benson P. Shapiro and Ronald S. Posner -- Industrial selling : beyond price and persistence / Clifton J. Reichard -- The case of the pricing predicament/ Mary Karr -- Negotiating with a customer you can't afford to lose / Thomas C. Keiser -- What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro -- Make the sales task clear/ Benson P. Shapiro and Stephen X. Doyle -- Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg -- How to pay your sales force / John P. Steinbrink -- Turn your industrial distributors into partners/ James A. Narus and James C. Anderson -- Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.

Electronic reproduction.
Boulder, Colo. :
NetLibrary,
2000.

Available via the World Wide Web.

ISBN: 0585250308 (electronic bk.)Subjects--Topical Terms:

578584
Consumer satisfaction.
Index Terms--Genre/Form:

542853
Electronic books.

LC Class. No.: HF5438.25 / .S434 1993eb

Dewey Class. No.: 658.8/343

Seeking customers
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005 20070624
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007 cr cn-
008 250516s1993 maua sb 001 0 eng d
020 $a 0585250308 (electronic bk.)
035 $a ocm44956798
035 $a 722874
040 $a N $c N $d OCL $d OCLCQ $d ZID $d OCLCQ
049 $a AMFA
050 1 4 $a HF5438.25 $b .S434 1993eb
082 0 4 $a 658.8/343 $2 20
245 0 0 $a Seeking customers $h [electronic resource] / $c edited, with an introduction by Benson P. Shapiro and John J. Sviokla.
260 $a Boston, MA : $c c1993. $b Harvard Business School Pub.,
300 $a xviii, 343 p. : $b ill. ; $c 25 cm.
440 4 $a The Harvard business review book series
500 $a Articles originally published in the Harvard business review.
500 $a Companion volume to: Keeping customers.
504 $a Includes bibliographical references and index.
505 0 $a New ways to reach your customers / Benson P. Shapiro and John Wyman -- Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz -- Teamwork for today's selling/ Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman -- "Backward" market research / Alan R. Andreasen -- How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma -- Major sales : who really does the buying?/ Thomas V. Bonoma -- Humanize your selling strategy / Harvey B. Mackay -- Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro -- Learning from losing a customer/ David Green -- Making the major sale / Benson P. Shapiro and Ronald S. Posner -- Industrial selling : beyond price and persistence / Clifton J. Reichard -- The case of the pricing predicament/ Mary Karr -- Negotiating with a customer you can't afford to lose / Thomas C. Keiser -- What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro -- Make the sales task clear/ Benson P. Shapiro and Stephen X. Doyle -- Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg -- How to pay your sales force / John P. Steinbrink -- Turn your industrial distributors into partners/ James A. Narus and James C. Anderson -- Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.
533 $a Electronic reproduction. $b Boulder, Colo. : $c NetLibrary, $d 2000. $n Available via the World Wide Web. $n Available in multiple electronic file formats. $n Access may be limited to NetLibrary affiliated libraries.
650 $a Consumer satisfaction. $2 lcstt $3 578584
650 $a Consumers' preferences. $3 648978
650 $a Selling. $3 643554
655 $a Electronic books. $2 lcsh $3 542853
700 $a Shapiro, Benson P. $3 779490
700 $a Sviokla, J. J. $3 779491
710 $a NetLibrary, Inc. $3 542851
730 $a Harvard business review. $3 571355
856 4 $3 Bibliographic record display $u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=40317 $z An electronic book accessible through the World Wide Web; click for information
994 $a 92 $b AMF