{"product_id":"9781633694538","title":"HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) (Hbr's 10 Must Reads)","description":"\u003cp\u003eSales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.\u003c\/p\u003e\n\n\u003cp\u003eIf 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.\u003c\/p\u003e\n\n\u003cp\u003eThis book will inspire you to:\u003c\/p\u003e\n\n\u003cp\u003eUnderstand your customer's buying center\n\u003cbr\u003eIntegrate your sales and marketing operations\n\u003cbr\u003eAssess your business cycle and its impact on your sales force\n\u003cbr\u003eTransition away from solution sales\n\u003cbr\u003eLeverage the power of micromarkets\n\u003cbr\u003eIntroduce tiebreaker selling and consensus selling\n\u003cbr\u003eMotivate your sales force properly\u003c\/p\u003e\n\n\u003cp\u003eThis 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.\u003c\/p\u003e","brand":"Harvard Business Review Press","offers":[{"title":"Default Title","offer_id":48804142547179,"sku":"00000_00000_00000_00000","price":91.56,"currency_code":"SGD","in_stock":true}],"url":"https:\/\/kinokuniya.com.sg\/ja\/products\/9781633694538","provider":"Books Kinokuniya Singapore","version":"1.0","type":"link"}