The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
Andris A. Zoltners; Prabhakant Sinha; Greggor A. Zoltners
Language: English
Published by American Management Association (AMACOM), 2001
- Hardcover
- Used
Seller: ThriftBooks-Reno, Reno, NV, U.S.A.ThriftBooks-Reno
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Condition: Used - Very good
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May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.
Seller Inventory # G0814406505I4N00
- Title
- The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
- Author
- Andris A. Zoltners; Prabhakant Sinha; Greggor A. Zoltners
- Publisher
- American Management Association (AMACOM)
- Publication year
- 2001
- Condition
- Very Good
- Dust jacket
- No Jacket
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0814406505
- ISBN 13
- 9780814406502
- Item weight
- 2.36 pounds
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as:
Culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.
Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.
"Synopsis" may belong to another edition of this title.
About the Author
"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University.
Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates.
Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."
"About the title" may belong to another edition of this title.
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