TITLE

SELLING PROCESS

PUB. DATE
August 1988
SOURCE
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p64
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents the paper "Humanize Your Selling Strategy," by Harvey B. Mackay, published in the journal "Harvard Business Review." In the article, the author discusses ways to collect the information and examples of how the information can be used to develop the customer relationship. While the article is a case study of one corporation, the material presented is applicable to a wide range of companies.
ACCESSION #
6654051

 

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