Detail Cantuman
Advanced SearchMaking the consensus sale
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.
Ketersediaan
Tidak ada salinan data
Informasi Detil
Judul Seri |
-
|
---|---|
No. Panggil |
-
|
Penerbit | Harvard Business School Publications : Boston., March 2015 |
Deskripsi Fisik |
p. 106 - 113
|
Bahasa | |
ISBN/ISSN |
0017-8012
|
Klasifikasi |
-
|
Tipe Isi |
-
|
Tipe Media |
-
|
---|---|
Tipe Pembawa |
-
|
Edisi |
-
|
Subyek |
-
|
Info Detil Spesifik |
-
|
Pernyataan Tanggungjawab |
-
|
Versi lain/terkait
Tidak tersedia versi lain