HBR's 10 Must Reads on Sales (The HBRs 10 Must Reads Series)

Product Description<br/><br/><br/>Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.<br/><br/> 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.<br/><br/> This book will inspire you to: understand your customer's 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, and motivate your sales force properly.<br/><br/><br/>About the Author<br/><br/><br/>Philip Kotler is the SC Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management, Northwestern University. Although best known as a marketing guru, Kotler is a classically trained economist who did his masters studies at the University of Chicago under Milton Friedman, the famed Nobel laureate and free-market evangelist, before moving to MIT to pursue a PhD under Paul Samuelson and Robert Solow, two Nobel Prizewinning Keynesian economists.<br/>Harvard Business Review is the leading destination for smart management thinking. Through its flagship magazine, eleven internationally licensed editions, books from Harvard Business Review Press, and digital content and tools published on HBR.org, Harvard Business Review provides professionals around the world with rigorous insights and best practices to lead themselves and their organizations more effectively and to make a positive impact. James C. Anderson is the William L. Ford Professor of Marketing and Wholesale Distribution at Northwestern University's Kellogg School of Management. Manish Goyal is a partner at McKinsey in Dallas. Andris Zoltners is a professor emeritus of marketing at Northwestern University's Kellogg School of Management and a cofounder of ZS Associates.