Download books » Business, Economics » Download EPUB PDF 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)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
Date: May 23, 2017
ISBN: 1633693279
Language: English
Number of pages: 187 pages
Format: EPUB True PDF
Sales isnt about pushing products or being efficient; its about building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. Weve 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 customers 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.

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




Resolve captcha to access download link!

Information
Users of Guests are not allowed to comment this publication.
RSS
2019-2024. All books on the site are laid out only for informational purposes.