03246cam a22004098i 4500 21747055 NUST 20220827164350.0 m |o d | cr ||||||||||| 200923s2021 mau o 001 0 eng 2020036314 9781633698772 (ebook) 9781633698765 (hardcover) Azhar DLC eng DLC rda pcc HF5438.4 658.81 CES Cespedes, Frank V., 1950- author. 97220 Sales management that works : how to sell in a world that never stops changing Frank Cespedes. Boston, MA : Harvard Business Review Press, 2021 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes index. Introduction: New sales realities -- Part I. People: Hiring -- Training and development -- Performance management and coaching -- Part II. Process: Constructing and clarifying sales models -- Managing, maintaining, and reconstructing sales models -- Compensation and incentives -- Part III. Pricing and partners: Pricing and customer value -- Testing and linking price with your sales model and selling behaviors -- Building and managing a multi-channel approach -- Conclusion: What senior executives should know about sales. "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. Description based on print version record and CIP data provided by publisher; resource not viewed. Sales management. 57538 Sales personnel. 97221 Print version: Cespedes, Frank V., 1950- Sales management that works Boston, MA : Harvard Business Review Press, [2021] 9781633698765 (DLC) 2020036313 7 cbc orignew 1 ecip 20 y-gencatlg ddc LC 590992 590992 0 0 ddc 0 0 CL CL LC 2022-08-15 658.81 CES LC-27 2022-08-15 2022-08-15 REF