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Organizing and implementing the marketing effort : text and cases

Cespedes, Frank V. - 1991

Persistent link: https://www.econbiz.de/10000824034

Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling

Cespedes, Frank V. - 2014

Persistent link: https://www.econbiz.de/10010411337

Selling after the crisis : senior executives must understand how dramatically the process needs to change

Cespedes, Frank V. - In: Harvard business review : HBR 99 (2021) 2, pp. 52-57

Persistent link: https://www.econbiz.de/10012548834

Going to market : distribution systems for industrial products

Corey, E. Raymond - 1989

Persistent link: https://www.econbiz.de/10000772063

Coordinating marketing and sales in B2B organizations

Cespedes, Frank V. - In: Handbook of business-to-business marketing, (pp. 125-144). 2012

Persistent link: https://www.econbiz.de/10009500191

How to identify the best customers for your business

Cespedes, Frank V.; Dougherty, James P.; Skinner, Ben S. - In: MIT sloan management review 54 (2012/13) 2, pp. 53-59

Persistent link: https://www.econbiz.de/10009715338

Putting sales at the center of strategy

Cespedes, Frank V. - In: Harvard business review : HBR 92 (2014) 10, pp. 23-25

Persistent link: https://www.econbiz.de/10010417547

Strategisch verkaufen

Cespedes, Frank V. - In: Harvard-Business-Manager : das Wissen der Besten 37 (2015) 1, pp. 7-10

Persistent link: https://www.econbiz.de/10010460763

Sales management that works : how to sell in a world that never stops changing

Cespedes, Frank V. - 2021

"In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that...

Persistent link: https://www.econbiz.de/10012312001

Das beste Jahresgespräch der Welt

Cespedes, Frank V. - In: Harvard-Business-Manager : das Wissen der Besten 44 (2022) 10, pp. 77-81

Persistent link: https://www.econbiz.de/10013390664