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|Brand:||Harvard Business Review, Philip Kotler, Andris Zol||Language:||English|
|Material:||PaperBack||UPC:||Does not apply|
|Description||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 thing 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 centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis collection of articles includes Major Sales: Who Really Does the Buying, by Thomas V. Boma; 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.|
|Author Biography||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|
|Author(s)||Andris Zoltners, Dr Manish Goyal, Harvard Business Review, James C Anderson, S C Johnson Distinguished Professor of International Marketing Philip Kotler|
|Publisher||Harvard Business Review Press|
|Date of Publication||01/06/2017|
|Format||Paperback / softback|
|Subject||Sales & Marketing|
|Series Title||HBR's 10 Must Reads|
|eBay Product ID (ePID)||235288582|
|Country of Publication||United States|
|Imprint||Harvard Business Review Press|
|Format Details||Trade paperback (US),Unsewn / adhesive bound|
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