Harvard Business: 10 Must Reads on Sales (with bonus interview of Andris Zoltners)
Paperback | 256 pages
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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.
Product Details
Publisher : Harvard Business Review Press
Publication Year : 2017
Language : English
ISBN : 9781633693272
Categories : BUSINESS & MANAGEMENT
Product Dimension : 1.5 X 13.7 X 20.8 cm
Weight : 0.2 kgs
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