October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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1. Why We Still Need Salespeople in a Digital World
With the growth of e-commerce and the buzz about digital and virtual, one can imagine a world where digital channels, self-service, and inside salespeople replace field salespeople. And without field salespeople, the thinking goes, there is no need for their managers. This all begs the question—do we still need salespeople (and managers of salespeople)?
It’s true that the role of salespeople has been greatly reduced in some businesses. From 2005 to 2017, US pharmaceutical companies slashed one-third of their sales forces, while the use of digital information sources (email, podcasts, mobile apps, websites) grew. From 2014 to 2020, industrial supply distributor W.W. Grainger cut more than ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.