rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Aligning Strategy and Sales: The Choices, Systems, and Behaviours that Drive Effective Selling
  name:
    name part: Cespedes, Frank V.
    role:
      role term: creator
  type of resource: text
  origin info:
    place:
      place term: vn
    place:
      place term: Boston, Massachusetts
    publisher: Harvard Business Review Press
    date issued: 2014
    date issued: yyyy
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: 313tr. ; 23.5cm
  abstract: That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.
  note: Frank V. Cespedes
  note: Tặng
  subject:
    topic: Sales Management
  subject:
    topic: Selling
  subject:
    topic: Strategic Planning
  classification: 658.8101 A103-I
  identifier: 978-1-4221-9605-2
  record info:
    record creation date: 200616
    record change date: 20200623153554.000
    record identifier: TVCDKTCT111569