powerful strategies for driving high performance Zoltners, Andris A. creator Sinha, Prabhakant Lorimer, Sally E. text nyu New York AMACOM c2009 2009 monographic eng

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1 online resource (x, 486 p.) : ill. 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. specialized Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer Includes index Description based on print version record Mode of access : Internet Sales management Sales personnel 9780814410424 (electronic bk.) 0814410421 (electronic bk.) http://www.netlibrary.com.libraryumpsa.idm.oclc.org/urlapi.asp?action=summary&v=1&bookid=262337 http://www.netlibrary.com.libraryumpsa.idm.oclc.org/urlapi.asp?action=summary&v=1&bookid=262337 UMP 110110 20251117141507.0 vtls000050059