Page 6 - HBR's 10 Must Reads - On Sales
P. 6
Contents
Major Sales: Who Really Does the Buying? 1
by Thomas V. Bonoma
Ending the War Between Sales and Marketing 23
by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
Match Your Sales Force Structure to Your Business Life Cycle 45
by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
The End of Solution Sales 67
by Brent Adamson, Matthew Dixon, and Nicholas Toman
Selling into Micromarkets 83
by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami
Dismantling the Sales Machine 101
by Brent Adamson, Matthew Dixon, and Nicholas Toman
Tiebreaker Selling 115
by James C. Anderson, James A. Narus, and Marc Wouters
Making the Consensus Sale 127
by Karl Schmidt, Brent Adamson, and Anna Bird
The Right Way to Use Compensation 139
by Mark Roberge
How to Really Motivate Salespeople 149
by Doug J. Chung
BONUS
Getting Beyond “Show Me the Money” 161
An interview with Andris Zoltners by Daniel McGinn
About the Contributors 169
Index 171
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