Comprised of an introductory chapter, four readings, and twelve diverse case studies, Managing Marketing Linkages, by Frank V. Cespedes explains how external market factors and internal organizational linkages can be developed to maintain profitable customer relationships.

Managing Marketing Linkages: Text, Cases, and Readings

Business & Money

Cespedes, Frank V.

Marketing & Sales

PRENTICE/HALL

Organizing and Implementing the Marketing Effort: Text and Cases

Management & Leadership

Addison-Wesley

Discusses the design and management of distribution systems, and looks at sales organization, pricing, gray markets, and sales force-reseller relationships

Going to Market: Distribution Systems for Industrial Products

Corey, E. Raymond

Rangan,V Kasturi

Harvard Business School Pr

Going to Market: Case Studies in Industrial Distribution (Harvard Business School Course Module)

Cases studies in the computer, consumer goods, telecommunications, and medical products industry are used to show how companies can integrate management, sales, and service

Concurrent Marketing: Integrating Product, Sales, and Service

Harvard Business Review Press

"The best sales book of the year" strategy+business magazine That gap between your company’s sales efforts and strategy? It’s realand 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.

Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

Product Description 
Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category 
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. 
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:\nHire 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\nBrimming 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. 
 Review 
"The epitome no-nonsense book...comprised of fascinating examples, insightful research, and helpful diagnostics...a 'must read' for all business and sales managers." — Midwest Book Review 
Advance Praise for Sales Management That Works: 
"Frank Cespedes has developed an essential guide to help companies reconfigure their selling motions and create collaborative internal relationships to deal with changing buying habits. This is a must-read for sales and marketing leaders alike." — Tiffani Bova, Chief Growth Evangelist, Salesforce; author, Wall Street Journal bestseller Growth IQ 
"Sales Management That Works is phenomenal. Packed with practical examples, compelling insights, and real-world takeaways, the book presents evidence-based strategies for navigating today's challenging marketplace. I highly recommend it!" — David Hoffeld, CEO, Hoffeld Group; bestselling author, The Science of Selling 
"Sales Management That Works separates the signal from the noise and clearly explains how to be successful in today's world of perpetual change." — Julie Weissman Havsy, Market Insights and Analytics Leader, Philips North America 
"Mastering the complexities of the omnichannel landscape requires more than just new software; it demands a thoughtful understanding of how channels and incentives come together to drive meaningful growth. Sales Management That Works provides precisely that explanation. Frank Cespedes presents an exceptional, case-backed framework that is destined to become an essential book for any leader looking to transform their sales operations." — Neil Hoyne, Chief Measurement Strategist, Google 
"Frank Cespedes has done it again. Using his trademark pragmatism, developed over decades of teaching the world's top business leaders, he provides the tools needed to build essential strategies for sales excellence that all too often are suboptimized in today's companies. Sales Management That Works will help you drive enormous value." — Jay Galeota, former President and CEO, Inheris Biopharma; former Chief Strategy and Business Development Officer and President, Emerging Businesses, Merck 
 About the Author 
Frank V. Cespedes is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consu

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

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