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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

    • January 2023 (Revised January 2023)
    • Faculty Research

    Belden and Digital Transformation: From Product Sales to Solutions Sales

    By: Frank V. Cespedes and Amy Klopfenstein
    • November 15, 2022
    • Harvard Business Review (website)

    Using Simulations to Upskill Employees

    By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
    • October 2022 (Revised December 2022)
    • Faculty Research

    Aphro Beverages

    By: Frank V. Cespedes and Amram Migdal
More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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