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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