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Cross Selling or Cross Purposes?

Authors :
Harding, Ford
Charan, Ram
Kovac, Caroline A.
Colletti, Jerome A.
Turegana, Federico
Source :
Harvard Business Review. July-August, 2004, Vol. 82 Issue 7-8, p49, 9 p.
Publication Year :
2004

Abstract

A fictional cross-selling scenario is presented, with different authors providing insight and advice. Discussion focuses on assessing the company's cross-selling environment as a whole, improving communication between client teams and product teams, and increasing management knowledge of technologies and products.

Subjects

Subjects :
Cross-selling -- Methods
Cross-selling -- Comparative analysis
Corporate growth -- Methods
Corporate growth -- Comparative analysis
Industry growth
Business
Business, general

Details

Language :
English
ISSN :
00178012
Volume :
82
Issue :
7-8
Database :
Gale General OneFile
Journal :
Harvard Business Review
Publication Type :
Academic Journal
Accession number :
edsgcl.123129313

Tools

Authors Abstract Subjects Details