Sales Management That Works
How to Sell in a World That Never Stops Changing
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Sales Management That Works
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Narrado por:
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Christopher Grove
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In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry 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 book, Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: hire the right talent-not just stars; pay and properly incentivize your sales force; improve ROI from your training programs; create a comprehensive sales model that aligns with your strategy; set the right prices; and build and manage a multichannel approach. Chock-full of examples, research, guidelines, and diagnostics, Sales Management That Works is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads.
Download the accompanying reference guide.©2021 Frank V. Cespedes (P)2021 Gildan MediaLos oyentes también disfrutaron...
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Over a stellar career, Roger Martin has advised the CEOs of some of the world's most successful companies. From the beginning, he noted that almost every executive he talked to had a "model"—a framework or way of thinking that guided their strategy and activities. But these models tended to become automatic, so much so that when one didn't work, the typical response was just to apply it again—with greater enthusiasm.
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Lo que los oyentes dicen sobre Sales Management That Works
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total4 out of 5 stars
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Ejecución1 out of 5 stars
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Historia2 out of 5 stars
- Marcia
- 10-19-22
Good info - but this monotone reader has me napping
I’ve tried to get past chapter 4 about a dozen times. I keep zoning off.. this guy is boring with a capital B!
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Total3 out of 5 stars
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Ejecución1 out of 5 stars
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Historia4 out of 5 stars
- Kirk R Hetherington
- 06-11-21
Great framework!
it's a great framework for organizational leadership to use to get the most out of their go-to-market strategies. Although it does get a little bit dense in the latter chapters the final chapter is profoundly insightful. The robo reader is the biggest reason for the low review overall. The robo reader is rather painful.
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