Name: Hbr's 10 Must Reads on Sales (With Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)
Price: 726.00 ZAR
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Author: Philip Kotler
ISBN: 9781633694538

portada Hbr's 10 Must Reads on Sales (With Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)

Hbr's 10 Must Reads on Sales (With Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)

Type

Physical Book

Author

Philip Kotler

Publisher

Harvard Business Review Press

Year

2017

Language

English

Pages

192

Format

Hardcover

ISBN13

9781633694538

Synopsis "Hbr's 10 Must Reads on Sales (With Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads) "

Sales isnt about pushing products or being efficient; its about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. Weve 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. This book will inspire you to: Understand your customers buying center Integrate your sales and marketing operations Assess your business cycle and its impact on your sales force Transition away from solution sales Leverage the power of micromarkets Introduce tiebreaker selling and consensus selling Motivate your sales force properly 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 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.

Philip Kotler

(Author)

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Philip Kotler (n. 1931) es un economista y profesor estadounidense, considerado una de las máximas autoridades mundiales en mercadotecnia. Doctorado en Economía por el MIT y con estudios en la Universidad de Chicago y Harvard, ha ejercido gran parte de su carrera en la Kellogg School of Management de la Northwestern University. Su visión ha transformado la disciplina del marketing, pasando de un enfoque meramente comercial a una perspectiva integral que incluye la responsabilidad social, la sostenibilidad y la innovación tecnológica.

Autor de más de sesenta libros, entre los que destaca Marketing 6.0, Kotler ha introducido conceptos que hoy son pilares de la gestión empresarial, como el marketing social, el marketing 3.0 y la importancia del valor compartido. Su obra ha sido traducida a decenas de idiomas y utilizada como referencia académica en todo el mundo, consolidándolo como un pensador clave en la evolución del marketing contemporáneo.

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