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

Selling as a Systematic Process

By: Amar Bhide
  • Format:Print
  • | Pages:6
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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.)
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About The Author

Amar Bhide

General Management
→More Publications

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More from the Author
  • Tales of Life-changing Innovations: Too Simple to be Safe? | Note on the Development of Fecal Transplants By: Amar Bhidé and Srikant M. Datar
  • Making Economics More Useful: How Technological Eclecticism Could Help By: Amar Bhide
  • Tales of Life-changing Innovations: Early Detection, Precise Diagnoses | Note on the Development of Coronary Bypass Arterial Grafting (CABG) (through 2000) By: Amar Bhidé, Srikant M. Datar and Fabio Villa
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