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Harvard Business Review on Sales and Selling [Paperback]

Harvard Business School Press


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Book Description

Dec 9 2008 Harvard Business Review Paperback Series
No matter what business you're in, there is one ultimate driver for all that you do: sales. To survive, companies must sell. Whether you sell directly to mass-market customers, pitch to just one major buyer, or negotiate complex multiparty deals, knowing when and how to apply the right techniques can be the difference between a near-miss and making the sale. This collection provides the tools and tactics you need to succeed in today's demanding world of sales and selling.

Some of the ideas you'll discover include:

How to develop and sustain a low-pressure sales force to truly master the "soft sell" The two basic qualities that any good salesperson must have--and why they matter How to determine who really wants to buy, and how to pitch to the real decision makers Why the "pitcher" matters as much as the pitch--and how collaborating with "catchers" often leads to the biggest wins


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Product Details

  • Paperback: 200 pages
  • Publisher: Harvard Business Press (Dec 9 2008)
  • Language: English
  • ISBN-10: 1422145913
  • ISBN-13: 978-1422145913
  • Product Dimensions: 1.8 x 14.2 x 21 cm
  • Shipping Weight: 240 g
  • Amazon Bestsellers Rank: #604,070 in Books (See Top 100 in Books)

Product Description

About the Author

The series is designed to bring today's managers and professionals the fundamental information they need to stay competitive in a fast-moving world. From the preeminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, here are the leading minds and landmark ideas that have established the Harvard Business Review as required reading for ambitious business people in organizations around the globe.

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 5.0 out of 5 stars  3 reviews
5.0 out of 5 stars good June 5 2013
By Amazon Customer - Published on Amazon.com
Verified Purchase
good book to read on selling. Harvard always has great researchers. I bought this book because i wanted to learn to increase my business sells.
5.0 out of 5 stars Good one. April 12 2013
By Itai - Published on Amazon.com
Verified Purchase
Clear, short and to the point. executive summary at the beginning of the chapters. exactly what I needed. HBR has a great reputation for a reason.
5.0 out of 5 stars Deceptively good book March 28 2013
By Jonathan Blackham - Published on Amazon.com
Verified Purchase
It has a lot of great articles about the ideas of selling and what it takes to be a great salesperson. I was skeptical at first and had to buy it for a class. I'm 100% satisfied. Quick and enjoyable read.

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