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- 000 02204cam a2200373 i 4500
- 008 161212s2017 mauab 000 0 eng c
- 020 __ |a 9781633693272 (pbk.)
- 040 __ |a MH/DLC |b eng |c MH |e rda |d DLC
- 050 00 |a HF5438.4 |b .H395 2017
- 099 __ |a CAL 022018014853
- 245 00 |a HBR's 10 must reads on sales.
- 264 _1 |a Boston, Massachusetts : |b Harvard Business Review Press, |c [2017]
- 300 __ |a v, 176 pages : |b illustrations, maps ; |c 21 cm.
- 336 __ |a text |2 rdacontent
- 337 __ |a unmediated |2 rdamedia
- 338 __ |a volume |2 rdacarrier
- 490 1_ |a HBR's 10 must reads series
- 505 1_ |a 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.
- 520 __ |a 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.-- |c Provided by publisher
- 650 _0 |a Sales management.
- 700 1_ |a Zoltners, Andris A., |e interviewee.
- 830 _0 |a HBR's 10 must reads (Series)
- 921 __ |a CASHL |b CEPIEC |c 9781633693272
- 950 __ |a JHUL |b F274 |c H431