HBR's 10 Must Reads for Sales and Marketing Collection (5 Books)

Index

Abele, Andrea, 37–38

Adaptation (movie), 26

affiliate, need to, 41

Alioto, Erica Galos, 71, 75–78

AlliedSignal, 50

analogies, 63–66

Anderson, Chris, 1–14

Angelou, Maya, 46

antagonists, 29

apologies, 95–109

being unapologetic vs., 103

determining necessity of, 98–101

formula for, 101–108

issues around, 96–98

legal concerns and, 97–98

preparing for, 108–109

substance of, 104–105

value created by, 97–98

when to make, 106–107

where to make, 105–106

whom to make to, 102–103

written vs. spoken, 107–108

Aristotle, 116, 143

art presentations, 11

Ash, Mary Kay, 65–66

Ashford, Susan J., 79–93

Atlantic, 95

audiences. See also persuasion

being open with, 20–21

choosing, getting buy-in and, 92–93

connecting with, 18–19, 22

emotional connection and ...