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Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling by Cespedes, Frank V., 1950- instant download

  • SKU: EBN-239659162
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Instant download (eBook) Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling after payment.
Authors:Cespedes, Frank V., 1950-
Pages:updating ...
Year:2014
Publisher:Boston, Massachusetts : Harvard Business Review Press
Language:english
File Size:14.04 MB
Format:pdf
Categories: Ebooks

Product desciption

Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling by Cespedes, Frank V., 1950- instant download

x, 313 pages : 24 cm, Includes bibliographical references, We have a problem. The dialogue that rarely happens ; Diagnosing the problem ; Fixing the problem -- Linking strategy and sales. The goal of strategy ; Making and articulating strategic choices ; Sales tasks and strategy -- Performance management. From sales tasks to selling behaviors ; People : hiring, development, and sales organization ; Control systems : sales compensation and incentives ; Sales force environment : performance reviews and measuring effectiveness -- Closing. Company environment : building human and organizational capabilities ; Making connections
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