Building a winning sales force powerful strategies for driving high performance /
Zoltners, Andris A.
Building a winning sales force powerful strategies for driving high performance / [electronic resource] : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer - New York : AMACOM, c2009 - 1 online resource (x, 486 p.) : ill.
Includes index Description based on print version record
The dimensions and drivers of a winning sales force -- Achieving sales force excellence -- Sales strategies that win with customers -- Sizing your sales force for long-term success -- Structuring your sales force for efficiency and effectiveness -- Designing sales territories for maximum success -- Sales force recruiting : winning the war for talent -- Developing more effective training programs -- How to create a winning sales force culture -- The right sales manager : a key to sales force success -- Using information technology to enhance sales -- How sales force incentives can drive results -- Setting fair and realistic goals to motivate your sales force -- Staying on track through better sales force performance management -- Preventing sales force complacency : the silent killer of sales effectiveness -- Adapting a sales strategy to meet new challenges -- Allocating sales resources to maximize results -- Retaining successful salespeople -- Achieving better sales and marketing alignment -- The GE story: improving sales force effectiveness across businesses.
Mode of access : Internet
9780814410424 (electronic bk.) 0814410421 (electronic bk.)
Sales management
Sales personnel
Building a winning sales force powerful strategies for driving high performance / [electronic resource] : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer - New York : AMACOM, c2009 - 1 online resource (x, 486 p.) : ill.
Includes index Description based on print version record
The dimensions and drivers of a winning sales force -- Achieving sales force excellence -- Sales strategies that win with customers -- Sizing your sales force for long-term success -- Structuring your sales force for efficiency and effectiveness -- Designing sales territories for maximum success -- Sales force recruiting : winning the war for talent -- Developing more effective training programs -- How to create a winning sales force culture -- The right sales manager : a key to sales force success -- Using information technology to enhance sales -- How sales force incentives can drive results -- Setting fair and realistic goals to motivate your sales force -- Staying on track through better sales force performance management -- Preventing sales force complacency : the silent killer of sales effectiveness -- Adapting a sales strategy to meet new challenges -- Allocating sales resources to maximize results -- Retaining successful salespeople -- Achieving better sales and marketing alignment -- The GE story: improving sales force effectiveness across businesses.
Mode of access : Internet
9780814410424 (electronic bk.) 0814410421 (electronic bk.)
Sales management
Sales personnel