HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Sales isn''t about pushing products or being efficient; it''s about building the right systems to manage and empower your salespeople.

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.

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
• 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 Rackh