HBR's 10 must reads on sales.

Contributor(s): Material type: TextTextSeries: HBR's 10 must reads (Series)Publication details: Boston, Mass. HBR 2017Description: v, 176 pages : illustrations, maps ; 21 cmISBN:
  • 9781633693272
Other title:
  • On sales
  • HBR's ten must reads on sales
Subject(s): DDC classification:
  • 658.81 23
LOC classification:
  • HF5438.4 .H395 2017
Incomplete contents:
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. Larimer -- The end of solution sales / by Brent Adamson, Matthew Dixon, and Nicholas Toman -- Sellng 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 -- Bonus: Getting beyond "Show me the money" : interview with Andris Zoltners.
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.--
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Holdings
Item type Current library Collection Call number Status Date due Barcode
Books Books Tan Tao University General Stacks Non-fiction 658.81 (Browse shelf(Opens below)) Not For Loan AS-2019-0106
Books Books Tan Tao University General Stacks Non-fiction 658.81 (Browse shelf(Opens below)) Available AS-2020-0096

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. Larimer -- The end of solution sales / by Brent Adamson, Matthew Dixon, and Nicholas Toman -- Sellng 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 -- Bonus: Getting beyond "Show me the money" : interview with Andris Zoltners.

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.--

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