HBR''s 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR''s 10 Must Reads): Bonus Article: An Interview with Andris Zoltners | Agenda Bookshop Skip to content
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A01=Andris Zoltners
A01=Harvard Business Review
A01=James C. Anderson
A01=James C. Anderson Jr.
A01=Jr.
A01=Manish Goyal
A01=Philip Kotler
Age Group_Uncategorized
Age Group_Uncategorized
Author_Andris Zoltners
Author_Harvard Business Review
Author_James C. Anderson
Author_James C. Anderson Jr.
Author_Jr.
Author_Manish Goyal
Author_Philip Kotler
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Category1=Non-Fiction
Category=KJMV7
Category=KJS
COP=United States
Delivery_Delivery within 10-20 working days
Jr.
Language_English
PA=Available
Price_€10 to €20
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softlaunch

HBR''s 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR''s 10 Must Reads): Bonus Article: An Interview with Andris Zoltners

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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A01=Andris ZoltnersA01=Harvard Business ReviewA01=James C. AndersonA01=James C. Anderson Jr.A01=Jr.A01=Manish GoyalA01=Philip KotlerAge Group_UncategorizedAuthor_Andris ZoltnersAuthor_Harvard Business ReviewAuthor_James C. AndersonAuthor_James C. Anderson Jr.Author_Jr.Author_Manish GoyalAuthor_Philip Kotlerautomatic-updateCategory1=Non-FictionCategory=KJMV7Category=KJSCOP=United StatesDelivery_Delivery within 10-20 working daysJr.Language_EnglishPA=AvailablePrice_€10 to €20PS=Activesoftlaunch
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Product Details
  • Weight: 204g
  • Dimensions: 139 x 209mm
  • Publication Date: 23 May 2017
  • Publisher: Harvard Business Review Press
  • Publication City/Country: United States
  • Language: English
  • ISBN13: 9781633693272

About Andris ZoltnersHarvard Business ReviewJames C. AndersonJames C. Anderson Jr.Jr.Manish GoyalPhilip Kotler

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

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