HBR's 10 must reads on sales.
Contributor(s): Zoltners, Andris A [interviewee.].
Series: Publisher: Boston, Massachusetts : Harvard Business Review Press, [2017]Description: v, 176 pages : illustrations, maps ; 21 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781633693272.Other title: On sales.Subject(s): Sales managementGenre/Form: Print books.| Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|
| On Shelf | HF5438.4 .H395 2017 (Browse shelf) | Available | AU00000000010567 |
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. Larimer -- The end of solution sales / by Brent Adamson, Matthew Dixon, and Nicholas Toman -- Sellng 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 -- Bonus: Getting beyond "Show me the money" : interview with Andris Zoltners.
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.--