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

By:

Cespedes, Frank V

Material type: Text

TextPublication details: Harvard Business Review Press 2021 BostonDescription: 339pISBN:

9781633698765

Subject(s):

Sales Management - Sales Personnel

DDC classification:

658.81 CES

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Holdings
Item type	Current library	Item location	Collection	Call number	Status	Date due	Barcode	Item holds
Book	NIMA Knowledge Centre	6th Floor Reading Zone	General	658.81 CES (Browse shelf(Opens below))	Available		M0043423

Total holds: 0

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Previous	658.81 CAR The Big Book of Sales Games: Quick, Fun Activities for Improving Selling Skills or Livening Up a Sales Meeting	658.81 CAR Sales Force Management: A Contemporary Approach	658.81 CAS It's Not What Stocks You Buy: Its When You Sell That Counts	658.81 CES Sales Management That Works: How to Sell in a World that Never Stops Changing	658.81 CHI World Class Selling: The Science of Selling The Complete Selling Process	658.81 CHU Sales Management	658.81 CON Sales Games and Activities for Trainers: Easy-to-Use Games, Activities and Exercises to Teach and Learn How to Sell	Next

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

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