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Testing the Sales Hypothesis
by Steve Bosworth
Attributes of CustomerCentric Selling “As a Systemic Process for Sales Training”
by Dennis Michael Nulman Ph.D.
“Sales as an Organizational Process”
by Michael Kenney
“The Sales Training Merry-Go-Round”
by Michael Blanchette
Additional Recommended Reading
Bosworth, M.T., Holland, J. (2003). CustomerCentric Selling. Chicago, ILL: Irwin.
Kaplan, R.S., and Norton, D.P., (1996). THE BALANCED SCORECARD: Translating strategies into actions. Boston, Mass. Harvard Business School Press.
Rivette, Kevin G. and Kline, David., (2000). REMBRANDTS IN THE ATTIC: Unlocking the Hidden Value of Patents. Boston, Mass. Harvard Business School Press.
Periodicals
Greco, S., ( January 1998, V20 n1, Page 93). The Rating Game: Grade your leads to clear the pipedream from your salespipeline.
Majchrzak, A. and Wang, Q., (1996). Breaking the functional mind-set in process organizations. Harvard Business Review, 74, 92-99.
Blickstein, S., (1996). Does training pay off? Across the Board, 33, 16-20.
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