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200923s2021 maua ob 001 0 eng |
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|a 2020036314
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| 040 |
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|a DLC
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|a 9781633698772
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|2 23
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|a Cespedes, Frank V.,
|d 1950-
|e author.
|0 http://id.loc.gov/authorities/names/n88168825
|1 http://viaf.org/viaf/261650870
|
| 245 |
1 |
0 |
|a Sales management that works :
|b how to sell in a world that never stops changing /
|c Frank V. Cespedes.
|
| 264 |
|
1 |
|a Boston, Massachusetts :
|b Harvard Business Review Press,
|c [2021]
|
| 300 |
|
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|a 1 online resource ( 339 pages)
|
| 336 |
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|a text
|b txt
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|a online resource
|b cr
|2 rdacarrier
|0 http://id.loc.gov/vocabulary/carriers/cr
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| 504 |
|
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|a Includes bibliographical references and index.
|
| 505 |
0 |
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|a 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 multichannel approach -- Conclusion: What senior executives should know about sales.
|
| 588 |
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|a Description based on online resource; title from digital title page (viewed on June 03, 2021).
|
| 650 |
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0 |
|a Sales management.
|0 http://id.loc.gov/authorities/subjects/sh85116729
|
| 650 |
|
0 |
|a Sales personnel.
|0 http://id.loc.gov/authorities/subjects/sh85116732
|
| 650 |
|
7 |
|a Sales management.
|2 fast
|0 (OCoLC)fst01103833
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| 650 |
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7 |
|a Sales personnel.
|2 fast
|0 (OCoLC)fst01103846
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| 776 |
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|i Print version:
|a Cespedes, Frank V., 1950-
|t Sales management that works
|d Boston, MA : Harvard Business Review Press, [2021]
|z 9781633698765
|w (DLC) 2020036313
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|a HF5438.4 .C427 2021
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