MARC状态：审校 文献类型：西文图书 浏览次数：32
- 题名/责任者:
- HBR's 10 must reads on sales.
- 出版发行项:
- Boston, Massachusetts : Harvard Business Review Press, [2017]
- ISBN:
- 9781633693272 (pbk.)
- 载体形态项:
- v, 176 pages : illustrations, maps ; 21 cm.
- 变异题名:
- On sales
- 丛编统一题名:
- HBR's 10 must reads (Series)
- 附加个人名称:
- Zoltners, Andris A., interviewee.
- 论题主题:
- Sales management.
- 中图法分类号:
- F274
- 内容附注:
- 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.
- 摘要附注:
- 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.--
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