HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads): Bonus Article: An Interview with Andris Zoltners

Harvard Business Review

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Sprache: Englisch

Verlag: Harvard Business Review Press, United States, 2017

1633693279 / 9781633693272

Serie: Buch 9 von 96 - HBR's 10 Must Reads

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Artikelbeschreibung des Verkäufers

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 centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. …

Bestandsnummer des Verkäufers GOR009493258

Titel
HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads): Bonus Article: An Interview with Andris Zoltners
Autor
Harvard Business Review
Verlag
Harvard Business Review Press, United States
Erscheinungsjahr
2017
Zustand
Very Good
Einband
Paperback
Sprache
Englisch
ISBN-10
1633693279
ISBN-13
9781633693272
Artikelgewicht
222 Gramm
Abmessungen
139.0 x 209.0
Serie
Buch 9 von 96: HBR's 10 Must Reads

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