mixed material bibliography Boston Harvard Business School Publications March 2015

p. 106 - 113 The article notes that sales personnel must often obtain approval from multiple parties at a client firm before closing a sale, and discusses how suppliers can facilitate this group decision-making process. Research by advisory firm CEB Marketing has identified three strategies for creating consensus within buying groups. The authors describe the value of instilling a common perspective among buyers about problems and solutions, motivating key personnel to advocate for a purchase, and offering support to them.<br> 00178012 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen 45323 2015-04-28 00:00:00 2015-04-28 00:00:00 machine generated