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 |
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| On Shelf | HF5438.4 .H395 2017 (Browse shelf) | Available | AU00000000010567 |
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| HF5438.4 .C427 2021 Sales management that works : how to sell in a world that never stops changing / | HF5438.4 .C48 2016 Sales force management / | HF5438.4 .G66 2018 Profit from your forecasting software : a best practice guide for sales forecasters / | HF5438.4 .H395 2017 HBR's 10 must reads on sales. | HF5438.8.K48 C47 2015 Key account management : tools and techniques for achieving profitable key supplier status / | HF5438.8.K48 M56 2011 The new successful large account management : how to hold on to your most important customers and turn them into long-term assets/ | HF5438.8 .P75 B46 2017 Way of the wolf : straight line selling: master the art of persuasion, influence, and success / |
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.--