Hbr's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads) Contributor(s): Review, Harvard Business (Author), Kotler, Philip (Author), Zoltners, Andris (Author) |
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ISBN: 1633694534 ISBN-13: 9781633694538 Publisher: Harvard Business Review Press OUR PRICE: $45.00 Product Type: Hardcover Published: May 2017 |
Additional Information |
BISAC Categories: - Business & Economics | Entrepreneurship - Business & Economics | New Business Enterprises - Business & Economics | Strategic Planning |
Dewey: 658.11 |
Series: HBR's 10 Must Reads |
Physical Information: 0.56" H x 5.5" W x 8.5" (0.85 lbs) 192 pages |
Descriptions, Reviews, Etc. |
Publisher 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:
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. |