Hbr's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)
| Quantity | Price | Discount |
|---|---|---|
| List Price | $24.95 | |
| 1 - 24 | $19.96 | 20% |
| 25 - 99 | $17.47 | 30% |
| 100 - 499 | $16.22 | 35% |
| 500 + | $15.72 | 37% |
$24.95
Book Information
| Publisher: | Harvard Business Review Press |
|---|---|
| Publish Date: | 05/23/2017 |
| Pages: | 192 |
| ISBN-13: | 9781633693272 |
| ISBN-10: | 1633693279 |
| Language: | English |
Full 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.