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005    20160518080046.2 
006    m     o  d         
007    cr cn||||||||| 
008    010821s2001    nyua    o     001 0 eng d 
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049    GTKE 
050  4 HF5438.4|b.Z65 2001eb 
082 04 658.8/1|221 
100 1  Zoltners, Andris A. 
245 14 The complete guide to accelerating sales force performance
       /|cAndris A. Zoltners, Prabhakant Sinha, Greggor A. 
       Zoltners. 
264  1 New York :|bAMACOM,|c2001. 
300    1 online resource (xix, 474 pages) :|billustrations 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
500    Includes index. 
505 0  ""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  ""Using Technology to Assist the Sales Force in Customer 
       Relationship Management""""Performance Management""; 
       ""Building a Potent Sales Force Culture""; ""Index"" 
588 0  Print version record. 
650  0 Sales force management. 
650  0 Sales personnel. 
650  0 Sales management. 
650  7 BUSINESS & ECONOMICS|xSales & Selling|xManagement.
       |2bisacsh 
650  7 Sales force management.|2fast|0(OCoLC)fst01742311 
650  7 Sales personnel.|2fast|0(OCoLC)fst01103846 
700 1  Sinha, Prabhakant. 
700 1  Zoltners, Greggor A.,|d1964- 
776 08 |iPrint version:|aZoltners, Andris A.|tComplete guide to 
       accelerating sales force performance.|dNew York : AMACOM, 
       2001|z0814406505|w(DLC)   00067628|w(OCoLC)45487488 
914    ocm48140007 
994    93|bGTK