Overview
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.
Full Product Details
Author: Harvard Business Review ,
Philip Kotler ,
Andris Zoltners ,
James C. Anderson, Jr.
Publisher: Harvard Business Review Press
Imprint: Harvard Business Review Press
ISBN: 9781633694538
ISBN 10: 1633694534
Pages: 192
Publication Date: 23 May 2017
Audience:
General/trade
,
General
,
General
Format: Hardback
Publisher's Status: Active
Availability: Temporarily unavailable
The supplier advises that this item is temporarily unavailable. It will be ordered for you and placed on backorder. Once it does come back in stock, we will ship it out to you.
Author Information
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
