02207cam a2200325 i 4500 TVCDKTCT104728 20200630100416.000 161212s2017 mauab 000 0 eng c Thư viện Trường CĐ Kỹ Thuật Cao Thắng RG_1 #1 eb0 i1 2016051347 9781633693272 (pbk. : alk. paper) MH/DLC eng MH rda DLC eng pcc HF5438.4 .H395 2017 658.81 HBRS 10 M521T Harvard Business Review HBR's 10 must reads on sales. Harvard Business Review Press HBR's ten must reads on sales On sales Boston, Massachusetts : Harvard Business Review Press, 2017 v, 176 pages : illustrations, maps ; 21 cm. HBR's 10 must reads series 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. 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.-- Provided by publisher Sales management. Zoltners, Andris A., interviewee. Kế Toán Kho Sách 100052570