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Hbr's 10 Must Reads on Sales (Paperback) (Philip Kotler & Andris Zoltners & Manish Goyal & James C.

Hbr's 10 Must Reads on Sales (Paperback) (Philip Kotler & Andris Zoltners & Manish Goyal & James C. - image 1 of 1

About this item

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.

Number of Pages: 256
Genre: Business + Money Management
Series Title: Hbr's 10 Must Reads
Format: Paperback
Publisher: Perseus Distribution Services
Author: Philip Kotler & Andris Zoltners & Manish Goyal & James C. Anderson
Language: English
Street Date: May 23, 2017
TCIN: 51999016
UPC: 9781633693272
Item Number (DPCI): 248-39-2601
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$16.96
MSRPwas $24.95
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