HBR's 10 Must Reads: on Sales
Harvard Business Review
HBR's 10 Must Reads: on Sales - Massachusetts Harvard Business Review Press 2017 - 176p
1. Major sales: who really does the buying
2. Ending the war between sales and marketing
3. Match your sales force structure to your business life cycle
4. The end of solution sales
5. Sellng into micromarkets
6. Dismantling the sales machine
7. Tiebreaker selling
8. Making the consensus sale
9. The right way to use compensation
10. How to really motivate salespeople
11. Bonus: Getting beyond "Show me the money": an interview with Andris Zoltners
9781633693272
Sales Management
658.81 / HAR
HBR's 10 Must Reads: on Sales - Massachusetts Harvard Business Review Press 2017 - 176p
1. Major sales: who really does the buying
2. Ending the war between sales and marketing
3. Match your sales force structure to your business life cycle
4. The end of solution sales
5. Sellng into micromarkets
6. Dismantling the sales machine
7. Tiebreaker selling
8. Making the consensus sale
9. The right way to use compensation
10. How to really motivate salespeople
11. Bonus: Getting beyond "Show me the money": an interview with Andris Zoltners
9781633693272
Sales Management
658.81 / HAR