You must be logged in to post a review.
Hbr’s 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr’s 10 Must Reads)
Harvard Business Review, HardcoverOriginal price was: $50.00.$42.50Current price is: $42.50.
In stock, new
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.
Description
Binding Type: Hardcover
Contributors: Harvard Business Review, Philip Kotler (Author), Andris Zoltners (Author)
Published: 05/23/2017
Publisher: Harvard Business Review Press
ISBN: 9781633694538
Pages: 192
Weight: 0.85lbs
Size: 8.50h x 5.50w x 0.56d
Additional information
Weight | 0.85 lbs |
---|---|
Dimensions | 8.5 × 5.5 × 0.56 in |
Reviews
There are no reviews yet.