New ways to reach your customers / Benson P. Shapiro and John Wyman
Automation to boost sales and marketing / Rowland T. Moriarty and Gordon S. Swartz
Teamwork for today's selling / Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman
"Backward" market research / Alan R. Andreasen
How to segment industrial markets / Benson P. Shapiro and Thomas V. Bonoma
Major sales : who really does the buying? / Thomas V. Bonoma
Humanize your selling strategy / Harvey B. Mackay
Close encounters of the four kinds : managing customers in a rapidly changing environment / Benson P. Shapiro
Learning from losing a customer / David Green
Making the major sale / Benson P. Shapiro and Ronald S. Posner
Industrial selling : beyond price and persistence / Clifton J. Reichard
The case of the pricing predicament / Mary Karr
Negotiating with a customer you can't afford to lose / Thomas C. Keiser.
What counts most in motivating your sales force? / Stephen X. Doyle and Benson P. Shapiro
Make the sales task clear / Benson P. Shapiro and Stephen X. Doyle
Job matching for better sales performance / Herbert M. Greenberg and Jeanne Greenberg
How to pay your sales force / John P. Steinbrink
Turn your industrial distributors into partners / James A. Narus and James C. Anderson
Managing hybrid marketing systems / Rowland T. Moriarty and Ursula Moran.
