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
ISBN 10: 0814406505 ISBN 13: 9780814406502
Published by American Management Association (AMACOM) (edition First Edition), 2001
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About this Item
Description:
With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 0814406505-11-1-29
Synopsis:
Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.
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.
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 this title" may belong to another edition of this title.
Bibliographic Details
Title: The Complete Guide to Accelerating Sales ...
Publisher: American Management Association (AMACOM) (edition First Edition)
Publication Date: 2001
Binding: Hardcover
Condition: Very Good
Dust Jacket Condition: Dust Jacket Included
Edition: First Edition.