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Sales management that works

how to sell in a world that never stops changing
Author: Search for this author Cespedes, Frank V., 1950- (author)
Statement of Responsibility: Frank V. Cespedes
Year: [2021]
Publisher: Boston, Massachusetts, Harvard Business Review Press
Media group: Book/Buch
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Barcode: 01124965 Locations: 2.4.11 CES Status: borrowed

Content

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.

Details

Author: Search for this author Cespedes, Frank V., 1950- (author)
Statement of Responsibility: Frank V. Cespedes
Year: [2021]
Publisher: Boston, Massachusetts, Harvard Business Review Press
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Classification: Search for this systematic 2.4.11
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ISBN: 978-1-63369-876-5
ISBN (2nd): 978-1-63369-877-2
Description: 339 Seiten, Illustrationen
Tags: Selling, Pricing, Verkauf, Preismanagement, Preispolitik, Preisstrategie
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Language: eng
Original title: Sales management that works
Media group: Book/Buch