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.

About the author

Prof. Philip Kotler lehrt an der Kellogg School of Management, Chicago. Er gilt als renommierter Experte im Bereich Marketing weltweit.

Summary

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 Transition away from solution sales

Product details

• Authors: James C. Anderson, Anderson James C., Manish Goyal, Goyal Manish, Harvard Business Review, Philip Kotler, Kotler Philip, Harvard Business Review, Andris Zoltners, Andris A. Zoltners
• Publisher: Harvard Business Review Press
• Languages: English
• Product format: Paperback / Softback
• Released: 31.05.2017
• EAN: 9781633693272
• ISBN: 978-1-63369-327-2
• No. of pages: 192
• Dimensions: 141 mm x 210 mm x 11 mm
• Weight: 216 g
• Series: HBR's 10 Must Reads; HBR's 10 Must Reads
• Subjects: Non-fiction book > Politics, society, business > Business: general, reference works; Social sciences, law, business > Business > Advertising, marketing; Verkauf, BUSINESS & ECONOMICS / Leadership, BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Sales & Selling / Management, Englische Bücher / Wirtschaft, Business, BUSINESS & ECONOMICS / Sales & Selling / General, Sales and marketing, Sales and marketing management