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Hbrs 10 Must Reads On Sales

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Delivery Options

Binding

Paperback

Number of Pages

256

Age Group

All

Language

English

Piracy Free

Piracy Free

Secure Transactions

Secure Transactions

Express Delivery

Express Delivery

Eco‑Conscious Packaging

Eco‑Conscious Packaging

Book Summary

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 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. 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.

Product Details

Publisher

Hbr

Number of Pages

256

Language

English

ISBN

9781633693272

Reading Age

All

Dimensions

14.61 x 1.91 x 21.59 cm

Binding

Paperback

Hbrs 10 Must Reads On Sales

Hbrs 10 Must Reads On Sales

AED 105.00

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