Hbr's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)

Name: Hbr's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)
Brand: Harvard Business Review Press
SKU: 9781633693272-G
Price: 10.69 EUR
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Description

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to:- Understand your customer's buying center- Integrate your sales and marketing operations- Assess your business cycle and its impact on your sales force- Transition away from solution sales- Leverage the power of micromarkets- Introduce tiebreaker selling and consensus selling- Motivate your sales force properly This collection of articles includes: "Major Sales: Who Really Does the Buying," by Thomas V. Bonoma; "Ending the War Between Sales and Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "Match Your Sales Force Structure to Your Business Life Cycle," by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The End of Solution Sales," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Selling into Micromarkets," by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Tiebreaker Selling," by James C. Anderson, James A. Narus, and Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent Adamson, and Anna Bird; "The Right Way to Use Compensation," by Mark Roberge; "How to Really Motivate Salespeople," by Doug J. Chung; and "Getting Beyond 'Show Me the Money,'" an interview with Andris Zoltners by Daniel McGinn.

Product details

Binding:: Paperback
Edition:: illustrated
Number of Pages:: 192
Release Date:: 2017-05-23
Publication Date:: 2017-05-23
Publisher:: Harvard Business Review Press
Languages:: Original: English
ISBN10:: 1633693279
ISBN13:: 9781633693272
GPSR Manufacturer Reference:: [email protected]
Weight:: 211 g
Height:: 13.6 cm
Width:: 20.8 cm
Thickness:: 1.7 cm

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