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

Index

account managers, 61–62

Adamson, Brent, 67–82, 101–114, 127–138

advertising, costs of, 27–28

advocates, 74–76, 131–132

alignment, between sales and marketing, 33–37

Anderson, James C., 115–125

at-risk pay, 163

attraction power, 10, 11, 12

authority, 11, 13

Automatic Data Processing (ADP), 81

Baby Boomers, 164

benefits, 14–16

big data, 84–85, 92, 95–99, 155

Bird, Anna, 127–138

“Blockers,” 77, 79

Bonoma, Thomas V., 1–21

bonuses, 153, 155–158

brand awareness, 40, 41

brand consideration, 40

brand preference, 40, 41

break-even ratio, for sales force size, 56

business creation, 123–124

business growth, 143–145

business jets, 3–5

business life cycle, sales force structure and, 45–65

business value, 132

buyers

behavioral clues for identifying, ...