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CLEARANCE : HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) By Harvard Business Review
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Selangor
Anggaran Penghantaran
May 05, 2024 - May 12, 2024

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Little Story
17 minutes ago
Produk 199
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Sertai 11 Months Ago
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Category
: Books & Media  >  Business & Investment
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: Not Specified
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:
Dimension (Length x Width x Height)
: 20.00 x 25.00 x 6.00
Weight(kg)
: 0.7
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: No Warranty
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: -
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Hantar Dari
: Selangor
Deskripsi Produk

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.






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