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Aligning strategy and sales

Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling

 Cespedes, Frank V.,
 Harvard Business Review Press, 2014 ISBN: 9781422196052
 Boston, Massachusetts : x, 313 p. : ill. ; 24 cm. English
Strategic planningSales managementSellingBán hàngQuản lí bán hàngLập kế hoạch chiến lược
Mô tả biểu ghi
ID:58910
DDC 658.8101
Tác giả CN Cespedes, Frank V.,
Nhan đề Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling / Frank V. Cespedes.
Thông tin xuất bản Boston, Massachusetts :Harvard Business Review Press,2014
Mô tả vật lý x, 313 p. : ill. ;24 cm.
Phụ chú Sách Quỹ Châu Á
Tóm tắt This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes.
Thuật ngữ chủ đề Strategic planning
Thuật ngữ chủ đề Sales management
Thuật ngữ chủ đề Selling
Từ khóa tự do Bán hàng
Từ khóa tự do Quản lí bán hàng
Từ khóa tự do Lập kế hoạch chiến lược
Địa chỉ 100TK_Tiếng Anh-AN(1): 000117123
MARC
Hiển thị đầy đủ trường & trường con
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245[1 0] |a Aligning strategy and sales : |b the choices, systems, and behaviors that drive effective selling / |c Frank V. Cespedes.
260[ ] |a Boston, Massachusetts : |b Harvard Business Review Press, |c 2014
300[ ] |a x, 313 p. : |b ill. ; |c 24 cm.
500[ ] |a Sách Quỹ Châu Á
520[ ] |a This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes.
650[0 0] |a Strategic planning
650[0 0] |a Sales management
650[0 0] |a Selling
653[0 ] |a Bán hàng
653[0 ] |a Quản lí bán hàng
653[0 ] |a Lập kế hoạch chiến lược
852[ ] |a 100 |b TK_Tiếng Anh-AN |j (1): 000117123
890[ ] |a 1 |b 0 |c 0 |d 0
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#1 000117123
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