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  • 2021
  • Book

Sales Management That Works: How to Sell in a World That Never Stops Changing

By: Frank V. Cespedes
  • Format:Print
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Abstract

Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive market, fall victim to those who do understand cause-and-effect links between buying and selling. This book helps managers and investors distinguish signal from noise in five key areas: People (hiring, training, and performance management), Process (constructing and reconstructing a coherent sales model), Pricing (and price testing in information-rich markets), Partners (crafting a multi-channel response to omni-channel buying behavior), and Productivity (why, in services-oriented economies, sales productivity is about social impact as well as enterprise value).

Keywords

Sales; Strategy; Salesforce Management; Change; Adaptation

Citation

Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • March 2021
    • Faculty Research

    Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

    By: Frank V. Cespedes
    • March–April 2021
    • Harvard Business Review

    Selling After the Crisis

    By: Frank V. Cespedes
    • February 15, 2021
    • Learning Solutions

    How Real Sales Learning Happens: In the Flow of Work

    By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
More from the Author
  • Performance Improvement Consulting and Hi-R-Me: Making Sales Calls By: Frank V. Cespedes
  • Selling After the Crisis By: Frank V. Cespedes
  • How Real Sales Learning Happens: In the Flow of Work By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
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