AN APPROACH TO SELLING HIGH-TECH SOLUTIONS

被引：15
作者：
DUNN, DT
FRIAR, JH
THOMAS, CA
机构：
[1] Marketing at Northeastern University Boston, MA
[2] Marketing at Northeastern University Boston, MA
来源：
INDUSTRIAL MARKETING MANAGEMENT | 1991年 / 20卷 / 02期
关键词：
D O I：
10.1016/0019-8501(91)90033-C
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
This practitioner-oriented paper argues for the need to reconceptualize our understanding of how technology is bought and sold. The article reviews the traditional selling approach used in high tech, discusses pressures to change, and presents an emerging selling model used by leading technology companies. Research finding are based on 12 company case histories. © 1991.
引用
收藏
页码：149 / 159
页数：11
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