Esta web utiliza cookies técnicas, de personalización y de análisis, propias y de terceros, para anónimamente facilitarle la navegación y analizar estadísticas del uso de la web. Obtener más información
Resultados de búsqueda
-
Cross Selling or Cross Purposes? (HBR Case study and Commentary)
Harding, Ford; Charan, Ram; Kovac, Caroline A.; Colletti, Jerome A.; Turegano, FedericoArtículo HBS-R0407B-EMarketingSoftware maker TopTek has acquired a consulting and systems-integration firm, mainly to profit from the software sales that are a natural by-product of consulting engagements. But in many ways the two companies worked better when they were separate. Before the acquisition, the same people who delivered services to clients made the consulting firm's sales. By contrast, TopTek's professional salespeople, all of them highly skilled at selling produc...Desde 8,20 €