“Selling” professional services: a practical approach ‐ Part I

A two‐part article developing the necessary activities for professional firms to compete and develop their business in the late 1990s. Focuses mainly on changing the emphasis from broad‐based marketing to its practical follow‐up via active selling. Introduces a number of concepts in Part I to assist professional firms to realize the full potential that is available from their existing clients.

MoreLess

Year of publication:	1996
Authors:	Ferguson, Clifford J.
Published in:	Management Decision. - MCB UP Ltd, ISSN 1758-6070, ZDB-ID 2023018-7. - Vol. 34.1996, 3, p. 49-54
Publisher:	MCB UP Ltd
Subject:	Clients \| Professional service firms \| Relationship marketing \| Selling

More details

Type of publication:	Article
Type of publication (narrower categories):	technical-paper
Language:	English
Other identifiers:	10.1108/00251749610113677 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014933742