9781633693272-1633693279-HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

ISBN-13: 9781633693272
ISBN-10: 1633693279
Author: Review, Harvard Business, Kotler, Philip, Zoltners, Andris, Goyal, Manish, Anderson, James C.
Publication date: 2017
Publisher: Harvard Business Review Press
Format: Paperback 192 pages
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Book details

ISBN-13: 9781633693272
ISBN-10: 1633693279
Author: Review, Harvard Business, Kotler, Philip, Zoltners, Andris, Goyal, Manish, Anderson, James C.
Publication date: 2017
Publisher: Harvard Business Review Press
Format: Paperback 192 pages

Summary

Acknowledged authors Review, Harvard Business, Kotler, Philip, Zoltners, Andris, Goyal, Manish, Anderson, James C. wrote HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) comprising 192 pages back in 2017. Textbook and eTextbook are published under ISBN 1633693279 and 9781633693272. Since then HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) textbook was available to sell back to BooksRun online for the top buyback price of $ 0.30 or rent at the marketplace.

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.

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