HBR's 10 must reads on sales / [Interviewee by Andris Zoltners]

Material type: Text

TextSeries: Publication details: Boston : Havard Business Review Press, [2017] Description: v, 176 p. : ill. ; 21 cmISBN: 9781633693272Subject(s): Sales managementDDC classification: 658.81 HBR

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Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College QI Campus	Villa College Library	658.81 HBR (Browse shelf(Opens below))	Available		14554

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Previous	658.804 BUS Business-to-business marketing	658.81 BER The sales development playbook : build repeatable pipeline and accelerate growth with inside sales /	658.81 CAL Sales management	658.81 HBR HBR's 10 must reads on sales /	658.81 JOH Churchill/Ford/Walker's Sales force management	658.81 KLY How to sell without being a jerk! : the foolproof approach to the world's second oldest profession	658.81 KUR Sales management success : optimizing performance to build a powerful sales team /	Next

Contents include:

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. Selling 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"

Includes index

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