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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 1
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Item specifics
- Condition
- ISBN
- 9781633693272
About this product
Product Identifiers
Publisher
Harvard Business Review Press
ISBN-10
1633693279
ISBN-13
9781633693272
eBay Product ID (ePID)
237018839
Product Key Features
Book Title
Hbr's 10 Must Reads on Sales (With Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)
Number of Pages
192 Pages
Language
English
Topic
Leadership, Sales & Selling / Management, Marketing / General
Publication Year
2017
Illustrator
Yes
Genre
Business & Economics
Book Series
Hbr's 10 Must Reads Ser.
Format
Trade Paperback
Dimensions
Item Height
0.6 in
Item Weight
7.2 Oz
Item Length
8.2 in
Item Width
5.5 in
Additional Product Features
Intended Audience
Trade
LCCN
2016-051347
Synopsis
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, 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., 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.
LC Classification Number
HF5438.4.H395 2017
Item description from the seller
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- s***n (409)- Feedback left by buyer.Past 6 monthsVerified purchaseJust as described, book was like new. Item shipped in a box, great!, however, the box was much bigger than the book with nothing to hold the book inside so it got banged around inside the box during shipping. Used boxes that fit better or packaging material.Isaiah: A Commentary (The Old Testament Library) by Childs, Brevard S. (#196704147577)
- i***j (374)- Feedback left by buyer.Past monthVerified purchaseThe seller detailed the condition of the book in the comments very well, but some of those comments contradicted the eBay's general "good" description that the seller chose, so be sure to use the written description. Quick shipping and VERY well packed. Thanks!
- a***h (255)- Feedback left by buyer.Past monthVerified purchaseBook was in described condition and arrived quickly and well packaged. A+ seller!
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Seller feedback (45,264)
- s***n (409)- Feedback left by buyer.Past 6 monthsVerified purchaseJust as described, book was like new. Item shipped in a box, great!, however, the box was much bigger than the book with nothing to hold the book inside so it got banged around inside the box during shipping. Used boxes that fit better or packaging material.Isaiah: A Commentary (The Old Testament Library) by Childs, Brevard S. (#196704147577)
- i***j (374)- Feedback left by buyer.Past monthVerified purchaseThe seller detailed the condition of the book in the comments very well, but some of those comments contradicted the eBay's general "good" description that the seller chose, so be sure to use the written description. Quick shipping and VERY well packed. Thanks!
- a***h (255)- Feedback left by buyer.Past monthVerified purchaseBook was in described condition and arrived quickly and well packaged. A+ seller!