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  • Quỹ Châu Á
  • Ký hiệu PL/XG: 658.8101 C422
    Nhan đề: Aligning strategy and sales :
ISBN 9781422196052
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 pages : illustrations ; 24 cm.
Tóm tắt Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... 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"--Publisher's description.
Thuật ngữ chủ đề Strategic planning
Thuật ngữ chủ đề Selling
Thuật ngữ chủ đề Sales management
Khoa Khoa Quản trị Kinh doanh
Khoa Quỹ Châu Á
Địa chỉ 300Q12_Kho Mượn_02(2): 067730, 070483
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100 |aCespedes, Frank V.
245 |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 pages : |billustrations ; |c24 cm.
520 |aMost firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... 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"--Publisher's description.
541 |aQuà tặng của Quỹ Châu Á
650 |aStrategic planning
650 |aSelling
650 |aSales management
690 |aKhoa Quản trị Kinh doanh
690 |aQuỹ Châu Á
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1 067730 Q12_Kho Mượn_02 658.8101 C422 Sách mượn về nhà 1
2 070483 Q12_Kho Mượn_02 658.8101 C422 Sách mượn về nhà 2

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