Return to the Small Business Classroom
 

Harvard Business Review Article of the Month
(March 2000)
Selling as a Systematic Process

Download PDF Version
by Amar V. Bhide; Michael Alter
This article 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." He describes several techniques useful in managing this progression.

Harvard Business School Note (9-395-091)

SBA
arrowHarvard Business Review Articles
arrowHarvard ManageMentor
arrowReturn to the SBA Classroom
arrowHelp with PDF Files on the SBA Site