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

Livre 9 sur 96: HBR's 10 Must Reads

Harvard Business Review; Kotler, Philip; Zoltners, Andris; Anderson Jr., James C.; Goyal, Manish

 
9781633694538: HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
Couverture rigide
ISBN 10 : 1633694534 ISBN 13 : 9781633694538
Editeur : Harvard Business Review Press, 2017

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Harvard Business Review is the leading destination for smart management thinking. Through its flagship magazine, 11 international licensed editions, books from Harvard Business Review Press, and digital content and tools published on HBR.org, Harvard Business Review provides professionals around the world with rigorous insights and best practices to lead themselves and their organizations more effectively and to make a positive impact.

Author social media/website info: hbr.org, @HarvardBiz

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Harvard Business Review Press
Date d'édition
2017
Langue
anglais
ISBN 10 
1633694534
ISBN 13 
9781633694538
Reliure
Relié
Nombre de pages
192
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

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