{"product_id":"sales-management-that-works-how-to-sell-in-a-world-that-never-stops-changing","title":"Sales Management That Works: How to Sell in a World That Never Stops Changing","description":"\u003cp\u003e\u003cb\u003eNamed to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales \u0026amp; Marketing category\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eIn this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cp\u003eIf 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.\u003c\/p\u003e\u003cp\u003eIn this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eHire and deploy the right talent\u003c\/li\u003e\n\u003cli\u003ePay and incentivize your sales force\u003c\/li\u003e\n\u003cli\u003eImprove ROI from your training programs\u003c\/li\u003e\n\u003cli\u003eCreate a comprehensive sales model\u003c\/li\u003e\n\u003cli\u003eSet and test the right prices\u003c\/li\u003e\n\u003cli\u003eBuild and manage a multichannel approach\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eBrimming with fascinating examples, insightful research, and helpful diagnostics, \u003ci\u003eSales Management That Works\u003c\/i\u003e will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.\u003c\/p\u003e","brand":"Harvard Business Review Press","offers":[{"title":"Default Title","offer_id":51944269283559,"sku":"9781633698765","price":32.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0449\/4075\/5096\/files\/imageloader_236c8603-40b7-4aeb-8688-2e9befce440c.jpg?v=1775357376","url":"https:\/\/arvidabookco.com\/products\/sales-management-that-works-how-to-sell-in-a-world-that-never-stops-changing","provider":"Arvida Book Co.","version":"1.0","type":"link"}