Publications
Publications
- October 1994 (Revised March 1998)
- HBS Case Collection
Selling as a Systematic Process
Abstract
Describes a systematic approach to selling. The author, a former IBM salesman, believes that selling requires progressing through a series of stages, which culminate in "getting the order." Describes several techniques useful in managing this progression.
Keywords
Citation
Bhide, Amar, and Michael Alter. "Selling as a Systematic Process." Harvard Business School Background Note 395-091, October 1994. (Revised March 1998.)