TRA CỨU
  • Sách
  • 658.8101 CES
    Aligning strategy and sales :
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
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044 |aenk
08204|a658.8101|bCES
1001 |aCespedes, Frank V.,|d1950-
24510|aAligning strategy and sales : |bthe choices, systems, and behaviors that drive effective selling / |cFrank V. Cespedes.
260 |aBoston, Massachusetts :|bHarvard Business Review Press,|c2014
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.
65000|aStrategic planning
65000|aSales management
65000|aSelling
6530 |aBán hàng
6530 |aQuản lí bán hàng
6530 |aLập kế hoạch chiến lược
852|a100|bTK_Tiếng Anh-AN|j(1): 000117123
890|a1|b0|c0|d0
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