TY  - BOOK
AU  - Cespedes, Frank V.
TI  - Sales Management That Works: How to Sell in a World that Never Stops Changing
SN  - 9781633698765
U1  - 658.81 
PY  - 2021///
CY  - Boston
PB  - Harvard Business Review Press
KW  - Sales Management - Sales Personnel
N1  - 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
ER  -