Dòng Nội dung
1
Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling / Frank V. Cespedes.
Boston, Massachusetts : Harvard Business Review Press, 2014
x, 313 p. : ill. ; 24 cm.

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.
2
Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / Max Altschuler.
Hoboken, New Jersey : John Wiley & Sons, Inc., 2016
xvi, 144 p. ; 23 cm.
3
Sales and sales management / Ralph W Jackson, Robert D Hisrich.
Upper Saddle River, N.J. : Prentice Hall, 1996
545 p. ; 30 cm.
4
Sales management : analysis and decision making / Thomas N Ingram [ et al.]
Mason, Ohio : Thomson/South-Western, 2006
xxii, 436 p. : ill. ; 28 cm.
5
The sales boss : the real secret to hiring, training and managing a sales team / Jonathan Whistman.
Hoboken : Wiley, 2016
xii, 260 p. ; 23 cm.

"The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers & mdash;but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it s the sales manager s