Hbr s 10 must reads on sales

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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 Transition away from solution sales

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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Command the room whether you re speaking to an audience of one or to hundreds command the room whether you re speaking to an audience of one or one hundred if you read nothing else on public speaking and presenting read these 10 articles we ve combed through hundreds of harvard business revie Uiterlijk 4 maart in huis .. MEER INFO

Taal: en

Bindwijze: Paperback

Oorspronkelijke releasedatum: 23 mei 2017

Aantal pagina's: 256

Illustraties: Nee

Hoofdauteur: Harvard Business Review

Tweede Auteur: Andris Zoltners

Co Auteur: James C. Anderson, Jr.

Hoofduitgeverij: Harvard Business School Pr

Editie: 1

Extra groot lettertype: Nee

Product breedte: 139 mm

Product hoogte: 15 mm

Product lengte: 209 mm

Studieboek: Ja

Verpakking breedte: 146 mm

Verpakking hoogte: 19 mm

Verpakking lengte: 216 mm

Verpakkingsgewicht: 209 g

EAN: 9781633693272

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