HBR's 10 Must Reads: On Sales (Harvard Business Review Must Reads) is part of the Must Reads series from the Harvard Business Review. 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. This book has been 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 centre
- 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 micro markets
- Introduce tiebreaker selling and consensus selling
- Motivate your sales force properly
HBR's 10 Must Reads: On Sales | (With Bonus Interview of Andris Zoltnrs) |Harvard Business Review (Author), Philip Kotler (Author)| Harvard Business Review Press
Table of Contents
Chapter 1. Major sales: Who Really Does the Buying?
by Andris Zoltners
Chapter 2. Ending the War Between Sales an Marketing
by Andris Zoltners
Chapter 3. Match your Sales Force Structure to your business Life Cycle
by Andris Zoltners
Chapter 4. The End of Solution Sales
by Andris Zoltners
Chapter 5. Selling into Micromarkets
by Andris Zoltners
Chapter 6. Dismantling the Sales Machine
by Andris Zoltners
Chapter 7. Tiebreaker Selling
by Andris Zoltners
Chapter 8. Making the Consensus Sale
by Andris Zoltners
Chapter 9. The Right Way to Use Compensation
by Andris Zoltners
Chapter 10. How to Really Motivate Salespeople
by Andris Zoltners
About the Contributors
LINK FOR THE BOOK
