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Sales Management That Works: How to Sell in a World That Never Stops Changing

Frank V. Cespedes

In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.

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Book Information

Publisher: Harvard Business Review Press.
Publish Date: 02/23/2021
Pages: 256
ISBN-13: 9781633698765
ISBN-10: 1633698769
Language: English

What We're Saying

November 30, 2021

The five best Marketing & Sales books of 2021 all focus on the primary importance of people and connecting to others in meaningful ways. READ FULL DESCRIPTION

November 18, 2021

"The authors who make up this year’s Porchlight Business Book of the Year Awards longlist gift us with a feast of new ideas to explore and, even more valuable, a renewed sense of possibility.” READ FULL DESCRIPTION

Full Description

The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data.

If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment.

In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to:

  • Hire and deploy the right talent
  • Pay and incentivize your sales force
  • Improve ROI from your training programs
  • Create a comprehensive sales model
  • Set and test the right prices
  • Build and manage a multichannel approach

Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

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