Sales Management That Works: How to Sell in a World that Never Stops Changing
Cespedes, Frank V.
Sales Management That Works: How to Sell in a World that Never Stops Changing - Boston Harvard Business Review Press 2021 - 339p
1. Introduction: new sales realities
Part I: People
2. Hiring
3. Training and development
4. Performance management and coaching
Part II: Process
5. Constructing and clarifying sales models
6. Managing, maintaining and reconstructing sales models
7. Compensation and incentives
Part III: piecing and partners
8. Pricing and customer value
9. Testing and linking price with your sale model and selling behaviors
10. Building and managing a multichannel approach
11. Conclusion: what senior executives should know about sales
9781633698765
Sales Management - Sales Personnel
658.81 / CES
Sales Management That Works: How to Sell in a World that Never Stops Changing - Boston Harvard Business Review Press 2021 - 339p
1. Introduction: new sales realities
Part I: People
2. Hiring
3. Training and development
4. Performance management and coaching
Part II: Process
5. Constructing and clarifying sales models
6. Managing, maintaining and reconstructing sales models
7. Compensation and incentives
Part III: piecing and partners
8. Pricing and customer value
9. Testing and linking price with your sale model and selling behaviors
10. Building and managing a multichannel approach
11. Conclusion: what senior executives should know about sales
9781633698765
Sales Management - Sales Personnel
658.81 / CES