Coverart for item
The Resource The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners

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

Label
The complete guide to accelerating sales force performance
Title
The complete guide to accelerating sales force performance
Statement of responsibility
Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
Creator
Contributor
Subject
Genre
Language
eng
Summary
Every 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
Member of
Cataloging source
N$T
http://library.link/vocab/creatorName
Zoltners, Andris A
Dewey number
658.8/1
Illustrations
illustrations
Index
index present
LC call number
HF5438.4
LC item number
.Z65 2001eb
Literary form
non fiction
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorDate
1964-
http://library.link/vocab/relatedWorkOrContributorName
  • Sinha, Prabhakant
  • Zoltners, Greggor A.
http://library.link/vocab/subjectName
  • Sales force management
  • Sales personnel
  • BUSINESS & ECONOMICS
  • Sales force management
  • Sales personnel
  • Sales-promotion
Label
The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
Instantiates
Publication
Note
Includes index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
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""
Control code
48140007
Dimensions
unknown
Extent
1 online resource (xix, 474 pages)
Form of item
online
Isbn
9780814426166
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
0814406505
Other physical details
illustrations
Specific material designation
remote
System control number
(OCoLC)48140007
Label
The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
Publication
Note
Includes index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
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""
Control code
48140007
Dimensions
unknown
Extent
1 online resource (xix, 474 pages)
Form of item
online
Isbn
9780814426166
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
0814406505
Other physical details
illustrations
Specific material designation
remote
System control number
(OCoLC)48140007

Library Locations

    • Curtis Laws Wilson LibraryBorrow it
      400 West 14th Street, Rolla, MO, 65409, US
      37.955220 -91.772210
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