haku: @indexterm SALESPEOPLE / yhteensä: 142
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| Tekijä: | Harding, F. |
| Otsikko: | HBR case study: Cross selling or cross purposes? |
| Lehti: | Harvard Business Review
2004 : JUL/AUG, VOL. 82:7-8, p. 45-49, 52, 54-56 |
| Asiasana: | Mergers Companies Consultants Salespeople Corporate culture Management Case studies |
| Kieli: | eng |
| Tiivistelmä: | To profit mainly from the software sales that are a natural by-product of consulting engagements, software maker TopTek has acquired a consulting and systems-integration firm. However, the two companies worked better in many ways when they were separate. Now the consultants and the salespeople are trying to work together. What will it take for cross selling to succeed at TopTek? This fictional case study is given advice by several experts. |
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