000			03246cam a22004098i 4500
001			21747055
003			NUST
005			20220827164350.0
006			m |o d |
007			cr |||||||||||
008			200923s2021 mau o 001 0 eng
010			_a 2020036314
020			_a9781633698772 _q(ebook)
020			_z9781633698765 _q(hardcover)
038			_aAzhar
040			_aDLC _beng _cDLC _erda
042			_apcc
050	0	0	_aHF5438.4
082	0	0	_a658.81 _bCES
100	1		_aCespedes, Frank V., _d1950- _eauthor. _997220
245	1	0	_aSales management that works : _bhow to sell in a world that never stops changing _cFrank Cespedes.
260			_aBoston, MA : _bHarvard Business Review Press, _c2021
300			_a1 online resource
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
500			_aIncludes index.
505	0		_aIntroduction: 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.
520			_a"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"-- _cProvided by publisher.
588			_aDescription based on print version record and CIP data provided by publisher; resource not viewed.
650		0	_aSales management. _957538
650		0	_aSales personnel. _997221
776	0	8	_iPrint version: _aCespedes, Frank V., 1950- _tSales management that works _dBoston, MA : Harvard Business Review Press, [2021] _z9781633698765 _w(DLC) 2020036313
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cLC
999			_c590992 _d590992