October 1994 (Revised March 1998)
Background Note
HBS Case Collection

Selling as a Systematic Process

Format:Print
| Pages:6

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

Planning; Sales

Citation

Bhide, Amar, and Michael Alter. "Selling as a Systematic Process." Harvard Business School Background Note 395-091, October 1994. (Revised March 1998.)