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 |
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041 | 0 |aeng |
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044 | |aenk |
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082 | 04|a658.8101|bCES |
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100 | 1 |aCespedes, Frank V.,|d1950- |
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245 | 10|aAligning strategy and sales : |bthe choices, systems, and behaviors that drive effective selling / |cFrank V. Cespedes. |
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260 | |aBoston, Massachusetts :|bHarvard Business Review Press,|c2014 |
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300 | |ax, 313 p. : |bill. ;|c24 cm. |
---|
500 | |aSách Quỹ Châu Á |
---|
520 | |aThis 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. |
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650 | 00|aStrategic planning |
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650 | 00|aSales management |
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650 | 00|aSelling |
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653 | 0 |aBán hàng |
---|
653 | 0 |aQuản lí bán hàng |
---|
653 | 0 |aLập kế hoạch chiến lược |
---|
852 | |a100|bTK_Tiếng Anh-AN|j(1): 000117123 |
---|
890 | |a1|b0|c0|d0 |
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Dòng |
Mã vạch |
Vị trí |
Giá sách |
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Phân loại |
Bản sao |
Tình trạng |
Thành phần |
1
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000117123
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TK_Tiếng Anh-AN
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658.8101 CES
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Sách
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1
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