Sales management that works : (Record no. 2905)

MARC details
000 -LEADER
fixed length control field 02520cam a2200253 i 4500
003 - CONTROL NUMBER IDENTIFIER
control field OCoLC
007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION
fixed length control field ta
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 210524s2021 maua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2020036313
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781633698765 (hardcover)
International Standard Book Number 1633698769 (hardcover)
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)1154520112
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.4
Item number .C395 2021
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Cespedes, Frank V.,
Dates associated with a name 1950-
245 10 - TITLE STATEMENT
Title Sales management that works :
Remainder of title how to sell in a world that never stops changing /
Statement of responsibility, etc. Frank V. Cespedes.
300 ## - PHYSICAL DESCRIPTION
Extent 339 p. :
Other physical details ill.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and index.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Introduction: New sales realities -- Part I. People: Hiring -- Training and development -- Performance management and coaching -- Part II. Process: Constructing and clarifying sales models -- Managing, maintaining, and reconstructing sales models -- Compensation and incentives -- Part III. Pricing and partners: Pricing and customer value -- Testing and linking price with your sales model and selling behaviors -- Building and managing a multi-channel approach -- Conclusion: What senior executives should know about sales.
520 ## - SUMMARY, ETC.
Summary, etc. "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, sales expert and 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 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, 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"--
650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management.
Topical term or geographic name entry element Sales personnel.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Library of Congress Classification
Koha item type Books
Holdings
Withdrawn status Lost status Damaged status Not for loan Permanent Location Current Location Shelving location Date acquired Full call number Barcode Date last seen Price effective from Koha item type
        Punsarn Library Punsarn Library General Stacks 17/06/2021 HF5438.4 .C395 2021 PNLIB21062718 17/06/2021 17/06/2021 Books