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MRP: AED 105.00
AED 87.00
17% Off
(Incl. of all taxes)
Binding
Paperback
Number of Pages
256
Age Group
All
Language
English
Piracy Free
Secure Transactions
Express Delivery
EcoâConscious Packaging
Book Summary
Sales isnât about pushing products or being efficient; itâs about building the right systems to manage and empower your salespeople.If you read nothing else on sales, read these 10 articles. Weâve 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 customerâs 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 âMajor Sales: Who Really Does the Buying,â by Thomas V. Bonoma; âEnding the War Between Sales and Marketing,â by Philip Kotler, Neil Rackham and Suj Krishnaswamy; âMatch Your Sales Force Structure to Your Business Life Cycle,â by Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer; âThe End of Solution Sales,â by Brent Adamson, Matthew Dixon and Nicholas Toman; âSelling into Micromarkets,â by Manish Goyal, Maryanne Q. Hancock and Homayoun Hatami; âDismantling the Sales Machine,â by Brent Adamson, Matthew Dixon and Nicholas Toman; âTiebreaker Selling,â by James C. Anderson, James A. Narus and Marc Wouters; âMaking the Consensus Sale,â by Karl Schmidt, Brent Adamson and Anna Bird; âThe Right Way to Use Compensation,â by Mark Roberge; âHow to Really Motivate Salespeople,â by Doug J. Chung; and âGetting Beyond âShow Me the Money,ââ 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
MRP: AED 105.00
AED 87.00
17% Off
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