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
Resource Information
The item The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.This item is available to borrow from 1 library branch.
Resource Information
The item The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Missouri University of Science & Technology Library.
This item is available to borrow from 1 library branch.
- 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
- Language
- eng
- Extent
- 1 online resource (xix, 474 pages)
- Note
- Includes index
- 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""
- Isbn
- 9780814426166
- 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
- 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
- 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
- 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
- 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
Subject
- Sales-promotion
- BUSINESS & ECONOMICS -- Sales & Selling | Management
- Electronic books
- Electronic books
- Electronic books
- Sales force management
- Sales force management
- Sales personnel
- Sales personnel
Genre
Member of
- EBSCO eBook Public Library Collection-North America
- Ebook Central Academic Complete
- O'Reilly Safari Learning Platform: Academic edition
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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.library.mst.edu/portal/The-complete-guide-to-accelerating-sales-force/yt2GTMvm6-I/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.library.mst.edu/portal/The-complete-guide-to-accelerating-sales-force/yt2GTMvm6-I/">The complete guide to accelerating sales force performance, Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.library.mst.edu/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.library.mst.edu/">Missouri University of Science & Technology Library</a></span></span></span></span></div>
