HBR’s 10 Must Reads on Sales (Paperback + Ebook)
Publication Date: May 23, 2017
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. Save 30% off the individual component prices when you order this paperback + ebook collection.
To download this product after your purchase, simply sign-in to hbr.org and visit the “Purchases” area of your account.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order.
When you place your first order on HBR.org and enter your credit card information and shipping address, ‘Speed-Pay’ ordering is enabled. ‘Speed-Pay’ is a service that saves the credit card details from your most recent purchase and allows you to re-use that card for future purchases. If you click the Speed-Pay button on any product detail page, your order will be charged to the most recent credit card information attached to your account and shipped (if applicable) to the last address we have on file for you. For more details
Educators: Register as a Premium Educator at hbsp.harvard.edu, plan a course, and save your students up to 50% with your academic discount.
Students: Tell your instructors about the savings at hbsp.harvard.edu.
Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order. If you need to make additional copies to distribute, please purchase copyright permission.
Ebook: A digital book provided in three formats (PDF, ePub, and Mobi) for the price of one. Accessible within “My Library” upon purchase.
Hardcopy, paperback, softbound, magazine: Physical copy shipped from our warehouse to your requested shipping location.
PDF: PDF digital file. Accessible within “My Library” upon purchase.
Bundle: A themed collection containing two or more items at a special savings.
Note: Some of our products are available in other languages besides English, for example a “Spanish PDF” format means you will receive a PDF in the Spanish language.
A security code is added protection against credit card fraud. It is a 3 or 4 digit number appearing on the front or back of your credit card. See examples below.
Visa and Mastercard
The security code has 3 digits and appears on the BACK of the card in the signature panel.
American Express
The Card Identification Number (CID/4DBC) is a four-digit, non-embossed (flat) number that is printed on every American Express Card.
The CID/4DBC is ALWAYS located ABOVE the embossed (raised) account number on the face of the card. In some instances, the CID/4DBC is located on the left side of the card, but is always above the account number. Some cards have a four-digit number embossed below the account number, but this is not the CID/4DBC
If you have a promotion code, please enter it below. This promotion code field is case sensitive so please type all capital letters.
This product is intended for individual use only. To learn more about volume discounts for organizations and license opportunities for consultants, contact Lindsey.Dietrich@harvardbusiness.org.
Unable to locate your subscription account #?
Click here
HBR’s 10 Must Reads on Sales (Paperback + Ebook)
Research & References of HBR’s 10 Must Reads on Sales (Paperback + Ebook)|A&C Accounting And Tax Services
Source
From Admin and Read More here.
A note for you if you pursue CPA licence, KEEP PRACTICE with the MANY WONDER HELPS I showed you. Make sure to check your works after solving simulations. If a Cashflow statement or your consolidation statement is balanced, you know you pass right after sitting for the exams. I hope my information are great and helpful. Implement them. They worked for me. Hey.... turn gray hair to black also guys. Do not forget HEALTH?
Competence Improvement is normally the number 1 essential and main component of having valid being successful in many professionals as one found in our contemporary culture in addition to in All over the world. And so privileged to explore with everyone in the soon after with regards to what effective Talent Advancement is;.
just how or what means we work to achieve goals and eventually one can succeed with what the person takes pleasure in to do each individual day intended for a total lifetime. Is it so terrific if you are able to improve properly and come across being successful in exactly what you believed, planned for, picky and worked well very hard each daytime and most certainly you turn into a CPA, Attorney, an master of a big manufacturer or perhaps even a healthcare professional who may well remarkably add very good support and values to some people, who many, any modern culture and neighborhood without doubt esteemed and respected. I can's believe I can assist others to be top notch high quality level exactly who will bring about major methods and elimination valuations to society and communities at present. How joyful are you if you grown to be one similar to so with your own name on the label? I have got there at SUCCESS and get over most of the very difficult regions which is passing the CPA tests to be CPA. At the same time, we will also handle what are the problems, or other sorts of matters that may very well be on your current approach and the way I have personally experienced all of them and will exhibit you the best way to conquer them.
0 Comments