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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)
ISBN: 1633694534     ISBN-13: 9781633694538
Publisher: Harvard Business Review Press
OUR PRICE:   $45.00  
Product Type: Hardcover
Published: May 2017
Qty:
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:

  • 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.