000			02051cam a2200313 i 4500
001			19412837
003			FBU
005			20200707152903.0
008			161212s2017 mauab 000 0 eng c
010			_a 2016051347
020			_a9781633693272 _q(pbk. : alk. paper)
040			_aMH/DLC _beng _cMH _erda _dDLC
042			_apcc
050	0	0	_aHF5438.4 _b.H395 2017
082	0	0	_a658.8/1 HBR 2017 _223
245	0	0	_aHBR's 10 must reads on sales.
246	3	0	_aOn sales
246	3	0	_aHBR's ten must reads on sales
300			_av, 176 pages : _billustrations, maps ; _c21 cm.
490	1		_aHBR's 10 must reads series
505	1		_aMajor 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. Larimer -- The end of solution sales / by Brent Adamson, Matthew Dixon, and Nicholas Toman -- Sellng 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 -- Bonus: Getting beyond "Show me the money" : interview with Andris Zoltners.
520			_aIf 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.--
650		0	_aSales management.
700	1		_aZoltners, Andris A., _einterviewee.
830		0	_aHBR's 10 must reads (Series)
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cQ CH A
999			_c4886 _d4886