Cases in business to business relationship selling
著者
書誌事項
Cases in business to business relationship selling
Prentice Hall, c1995
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内容説明・目次
内容説明
Appropriate for sales and sales management courses.
This role-play supplement consists of a set of cases related to sales and selling. All of the cases occur within the framework of a single company, Marafe Products, Inc.
目次
- The Case Approach. MARAFE PRODUCTS, INC. INFORMATION. CASES. 1. The Unexpected Sale. 2. The "Good" Prospect. 3. The Facts of Life. 4. The Unacceptable Order. 5. And the Show Goes On. 6. Rude Ralph. 7. Danny Boy. 8. What's Wrong With It? 9. Late Again. 10. I'll Be Right With You. 11. The Loan. 12. The Blue Bird of Happiness. 13. The Bid List. 14. The Buried Notice. 15. The Moving Customer and the Missed Commission. 16. The President's Decision. 17. The Cancelled Appointment. 18. The Tipsy Secretary. 19. More Work for Mike. 20. The Disappearing President. 21. The P.A.'s Assistants. 22. Lack of Credibility. 23. I'm Real Busy Now Too. 24. The Community Activities. 25. They Would Like a Look Alike! 26. The Transferred Buyer Creates a Surprise. 27. At Least We Are Good Competitors. 28. Headed South. 29. Success, But! 30. The "Rebate." 31. The Protective Secretary. 32. "Just Plain Crap." 33. Elephants Never Forget. 34. Customer Demands Earlier Delivery Date. 35. What Can I Do For You? 36. Too Much of A Good Thing. 37. Somebody Can't Count. 38. Now I Need It, Now I Don't. 39. Incomplete Telephone Messages. 40. Either, Or
- Not Both. 41. All By Myself, So! 42. The Incomplete Sales Call Report. 43. The Unhappy Husband. 44. The Good Guy and His "Normal" Expenses. 45. And Now What? Personnel File Index. Personnel Files. Additional Information for Salespersons. Publications and Journals. Associations and Professional Groups. Database Searching on the Information Highway.
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