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050 4 _aHF5438.4
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072 7 _aBUS
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082 0 4 _a658.8/1
_221
049 _aMAIN
100 1 _aZoltners, Andris A.
_9204534
245 1 4 _aThe complete guide to accelerating sales force performance /
_cAndris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.
264 1 _aNew York :
_bAMACOM,
_c2001.
300 _a1 online resource (xix, 474 pages) :
_billustrations
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
340 _gpolychrome.
_2rdacc
_0http://rdaregistry.info/termList/RDAColourContent/1003
347 _adata file
_2rda
500 _aIncludes index.
588 0 _aPrint version record.
505 0 _a""Contents""; ""Preface""; ""The Role of the Sales Force in the Go- to- Market Strategy""; ""Sales Force Assessment and Strategy""; ""Sizing the Sales Force for Strategic Advantage""; ""Structuring the Sales Force for Strategic Advantage""; ""Designing Sales Territories That Increase Sales""; ""Recruiting the Best Salespeople""; ""Training the Sales Force""; ""The Critical Role of the First- Line Sales Manager""; ""Motivating the Sales Force""; ""Compensating for Results""; ""Setting Effective Goals and Objectives""; ""Precision Selling""
505 8 _a""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""
520 _aEvery firm's sales force combines the distinctive personalities of its members with the 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.
542 _fCopyright © AMACOM
_g2001
590 _aeBooks on EBSCOhost
_bEBSCO eBook Subscription Academic Collection - Worldwide
650 0 _aSales force management.
_9234431
650 0 _aSales personnel.
_918924
650 6 _aVendeurs.
_91125287
650 7 _aBUSINESS & ECONOMICS
_xSales & Selling
_xManagement.
_2bisacsh
_9914108
650 7 _aSales force management.
_2fast
_0(OCoLC)fst01742311
_9234431
650 7 _aSales personnel.
_2fast
_0(OCoLC)fst01103846
_918924
650 7 _aSales-promotion
_2gnd
_91326249
655 0 _aElectronic books.
655 4 _aElectronic books.
655 7 _aElectronic books.
_2gtlm
700 1 _aSinha, Prabhakant.
_9204536
700 1 _aZoltners, Greggor A.,
_d1964-
_91326250
776 0 8 _iPrint version:
_aZoltners, Andris A.
_tComplete guide to accelerating sales force performance.
_dNew York : AMACOM, 2001
_z0814406505
_w(DLC) 00067628
_w(OCoLC)45487488
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