Business

Sales Management That Works: How to Sell in a World That Never Stops Changing

Sales Management That Works: How to Sell in a World That Never Stops Changing

  • Downloads：5114
  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-04-02 11:51:17
  • Update Date：2025-09-07
  • Status：finish
  • Author：Frank V Cespedes
  • ISBN：1633698769
  • Environment：PC/Android/iPhone/iPad/Kindle
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Summary

In this practical and research-based guide for sales managers， Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing。

The rise of e-commerce。 Big data。 AI。 Given these trends （and many others）， there's no doubt that sales is changing。 But much of the current conventional wisdom is misleading and not supported by empirical data。

If you as a manager fail to separate fact from hype， you will make decisions based on faulty assumptions and， in a competitive market， eventually fall behind those with a keener grasp of the current selling environment。

In this book， sales expert and professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise。 These include how to:


Hire the right talent—not just stars
Pay and properly incentivize your sales force
Improve ROI from your training programs
Create a comprehensive sales model that aligns with your strategy
Set the right prices
Build and manage a multichannel approach
Chock-full of examples， research， guidelines， and diagnostics， Sales Management That Works is the book you need to build a great sales team， create an optimal strategy， and steer clear of hype and fads。

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Reviews

Greg ，

For the past several years alone， there have been several remarkable changes in the world of business。 The digital revolution brought about by artificial intelligence， cloud computing， blockchain technology and many more practically reinvent the business models of many organizations。Due to this， we’ve seen some ways on how companies adapt particularly in its selling function。 However， there are some who still rooted to the old selling paradigm。This book provides practical and comprehensive advic For the past several years alone， there have been several remarkable changes in the world of business。 The digital revolution brought about by artificial intelligence， cloud computing， blockchain technology and many more practically reinvent the business models of many organizations。Due to this， we’ve seen some ways on how companies adapt particularly in its selling function。 However， there are some who still rooted to the old selling paradigm。This book provides practical and comprehensive advice on how to establish sales management function that truly reflects the current dynamic of the business world。 It has full of insights， examples， and illustrations that will help sales managers and executives understand the current challenges and effectively deal with them。This book will be a great contribution to the business literature of this time。 。。。more

Reference

google book https://www.google.com/search?tbm=bks&q=Sales Management That Works: How to Sell in a World That Never Stops Changing

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=Sales Management That Works: How to Sell in a World That Never Stops Changing&field1=ocr&a=srchls&ft=ft&lmt=ft

The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,Sales Management That Works: How to Sell in a World That Never Stops Changing&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0