• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Frank Cespedes: The Role of the Sales Force in Pricing Strategy Implementation

Frank Cespedes - 7 July 2020

Interview, “Frank Cespedes: The Role of the Sales Force in Pricing
Strategy Implementation” [Chapter 4 of Pricing Strategy Implementation:
Translating Pricing Strategy into Results, ed. Andreas Hinterhuber and Stephan
M. Liozu; Routledge, 2020]
What
are key capabilities for the sales manager/SAM in the future vs today?
Selling, sales
management, and account management requirements are changing—quickly and with
implications for other functions and activities in companies—but not in ways typically discussed in the
business press and many popular sales books.
For example, it is
not true that salespeople are being “disintermediated” or replaced by online
interactions. In the United States, the internet has been a fact for nearly 30
years. Yet, according to U.S. Bureau of Labor Statistics (BLS), the number of
salespeople in the U.S. has increased in
the 21st century to more than 10% of the labor force.[1]
Further, the BLS data almost certainly undercounts the reality because, in
increasingly service economies like those in the U.S., Europe, and other
places, business developersare often
called Associates, Managing

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2023 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative