HBR's 10 must reads on sales : with bonus interview of Andris Zoltners.
Contributor(s): Zoltners, Andris A [interviewee.]
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Series: HBR's 10 must reads (Series): Boston, Massachusetts, USA : Harvard Business Review Press, ©2017Description: v, 176 pages : illustrations, maps ; 21 cm.Content type: text ISBN: 9781633693272 (pbk).Other title: On sales | HBR's ten must reads on sales.Subject(s): Sales managementDDC classification: 658.81 H33 2017 Other classification: CBA | Item type | Current location | Collection | Call number | Status | Date due | Barcode |
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Books
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College Library General Circulation Section | GC | GC 658.81 H33 2017 (Browse shelf) | Available | 84374 |
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| GC 658.81 D16 Sales management / | GC 658.81 H29 2011 Sales and distribution management (text and cases) / | GC 658.81 H29 2011 Sales and distribution management (text and cases) / | GC 658.81 H33 2017 HBR's 10 must reads on sales : | GC 658.81 J57 2015 Selling and sales management / | GC 658.81 W91 1989 Sales management: | GC 658.8101 Sa32 Sales force management / |
Includes index.
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.--
"Bonus article: an interview with Andris Zoltners"--Cover.
College of Business and Accountancy Bachelor of Science in Business Administration major in Financial Management
Text in English
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