02450nam a2200349 a 4500 vtls000050059 KUKTEM 20251117141507.0 m f d cr cnu---unuuu 110110t2009 nyua f 001 0 eng d 9780814410424 (electronic bk.) 0814410421 (electronic bk.) 201107140047 VLOAD 201104261113 Fida 201101101103 ida import 1.mrk 711 UMP HF5438.4 .Z648 2009 Zoltners, Andris A. Building a winning sales force [electronic resource] : powerful strategies for driving high performance / 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 Sales management Sales personnel Sinha, Prabhakant Lorimer, Sally E. NetLibrary http://www.netlibrary.com.libraryumpsa.idm.oclc.org/urlapi.asp?action=summary&v=1&bookid=262337 0 0 0 1 10000 10000 2019-09-04 0 HF5438.4 .Z648 2009 0000055890 2019-09-04 00:00:00 1 2019-09-04 EBOOK 634293014559499162 18175 18181 VIRTUA40 VTLSSORT0060*0070*0080*0200*0201*0400*0900*1000*2450*2600*3000*5000*5001*5050*5380*6500*6501*7000*7001*8560*9992