Skip to content
You are not logged in |Login  
     
Limit search to available items
Book Cover
Bestseller
BestsellerE-Book
Author Zoltners, Andris A.

Title The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.

Publication Info. New York : AMACOM, 2001.

Copies

Location Call No. Status
 Rocky Hill - Downloadable Materials  EBSCO Ebook    Downloadable
Rocky Hill cardholders click here to access this title from EBSCO
Description 1 online resource (xix, 474 pages) : illustrations
Note Includes index.
Print version record.
Contents ""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""
""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""
Subject Sales force management.
Sales personnel.
Sales management.
BUSINESS & ECONOMICS -- Sales & Selling -- Management.
Sales force management. (OCoLC)fst01742311
Sales personnel. (OCoLC)fst01103846
Added Author Sinha, Prabhakant.
Zoltners, Greggor A., 1964-
Other Form: Print version: Zoltners, Andris A. Complete guide to accelerating sales force performance. New York : AMACOM, 2001 0814406505 (DLC) 00067628 (OCoLC)45487488
ISBN 0814426166 (electronic bk.)
9780814426166 (electronic bk.)
-->
Add a Review