000			02172nam a22001937a 4500
005			20240224155416.0
008			240224b |||||||| |||| 00| 0 eng d
020			_a9781633698765
082			_a658.81 _bCES
100			_aCespedes, Frank V. _914390
245			_aSales management that works: _bhow to sell in a World that never stops changing
260			_bHarvard Business Review Press _aBoston _c2021
300			_a339 p.
365			_aINR _b1350.00
520			_aIn this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world 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 no-nonsense book, sales expert and Harvard Business School 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 and deploy the right talent; Pay and incentivize your sales force; Improve ROI from your training programs; Create a comprehensive sales model; Set and test the right prices; Build and manage a multichannel approach. Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business. (https://store.hbr.org/product/sales-management-that-works-how-to-sell-in-a-world-that-never-stops-changing/10347)
650			_aSales management _916399
650			_aSales personnel _916400
942			_cBK _2ddc
999			_c6135 _d6135