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商品編號： 9-503-075 出版日期： 2003/02/27 作者姓名： Godes, David B. 商品類別： Marketing 商品規格： 24p 再版日期： 2004/05/27 地域： Massachusetts 產業： Business consulting services 個案年度： 2000 - 2000
商品敘述：
What is the best way to "sell" consulting services? Should the firm focus on key accounts? Should it have dedicated salespeople? How should the firm account for "selling" activities in its compensation plan? ENSR is an environmental consulting firm located in Westford, MA. It consults on a variety of topics, such as air and water qualit, wildlife resource management, and workplace safety. As a result, its 1,000 consultants are drawn from very diverse backgrounds. The firm''s top management seeks to deliver sales and utilization growth from this complex organization. The question is how should they do it?
涵蓋領域：
Sales and marketing;Service management
相關資料：
, (9-503-094), 17p, by David B. Godes
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