Sales management that works : how to sell in a world that never stops changing
(Book)

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Published
Boston, Masssachusetts : Harvard Business Review Press, [2021].
Format
Book
Physical Desc
339 pages : illustrations ; 25 cm
Status
Starkey Ranch Theatre Library Cultural Center - BOOK - Adult
658.81 CESPEDES
1 available

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Published
Boston, Masssachusetts : Harvard Business Review Press, [2021].
Language
English

Notes

Bibliography
Includes bibliographical references (pages 301-319) and index.
Description
"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"--,Provided by publisher.

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LocationCall NumberStatus
Starkey Ranch Theatre Library Cultural Center - BOOK - Adult658.81 CESPEDESOn Shelf

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Citations

APA Citation, 7th Edition (style guide)

Cespedes, F. V. (2021). Sales management that works: how to sell in a world that never stops changing . Harvard Business Review Press.

Chicago / Turabian - Author Date Citation, 17th Edition (style guide)

Cespedes, Frank V., 1950-. 2021. Sales Management That Works: How to Sell in a World That Never Stops Changing. Harvard Business Review Press.

Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)

Cespedes, Frank V., 1950-. Sales Management That Works: How to Sell in a World That Never Stops Changing Harvard Business Review Press, 2021.

MLA Citation, 9th Edition (style guide)

Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing Harvard Business Review Press, 2021.

Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.

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