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_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. |
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300 |
_a1 online resource (xix, 474 pages) : _billustrations |
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336 |
_atext _btxt _2rdacontent |
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337 |
_acomputer _bc _2rdamedia |
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338 |
_aonline resource _bcr _2rdacarrier |
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340 |
_gpolychrome. _2rdacc _0http://rdaregistry.info/termList/RDAColourContent/1003 |
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347 |
_adata file _2rda |
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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 |
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590 |
_aeBooks on EBSCOhost _bEBSCO eBook Subscription Academic Collection - Worldwide |
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650 | 0 |
_aSales force management. _9234431 |
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650 | 0 |
_aSales personnel. _918924 |
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650 | 6 |
_aVendeurs. _91125287 |
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650 | 7 |
_aBUSINESS & ECONOMICS _xSales & Selling _xManagement. _2bisacsh _9914108 |
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650 | 7 |
_aSales force management. _2fast _0(OCoLC)fst01742311 _9234431 |
|
650 | 7 |
_aSales personnel. _2fast _0(OCoLC)fst01103846 _918924 |
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650 | 7 |
_aSales-promotion _2gnd _91326249 |
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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 |
856 | 4 | 0 | _uhttps://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975 |
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