HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) av Philip Kotler, Andris Zoltners, Manish Goyal

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<p><b>Sales isn''t about pushing products or being efficient; it''s about building the right systems to manage and empower your salespeople.</b></p><p>If you read nothing else on sales, read these 10 articles. We''ve combed through hundreds of <i>Harvard Business Review</i>; articles and selected the most important ones to help you understand how to create the conditions for sales success.</p><p>This book will inspire you to:</p><ul><li>Understand your customer''s buying center</li><li>Integrate your sales and marketing operations</li><li>Assess your business cycle and its impact on your sales force</li><li>Transition away from solution sales</li><li>Leverage the power of micromarkets</li><li>Introduce tiebreaker selling and consensus selling</li><li>Motivate your sales force properly</li></ul><p>This 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 Rackh