In 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.
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