TY  - BOOK
AU  - Zoltners,Andris A.
AU  - Sinha,Prabhakant
AU  - Lorimer,Sally E.
TI  - Building a winning sales force: powerful strategies for driving high performance 
SN  - 9780814410424 (electronic bk.)
PY  - 2009///
CY  - New York
PB  - AMACOM
KW  - Sales management
KW  - Sales personnel
N1  - 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
UR  - http://www.netlibrary.com.libraryumpsa.idm.oclc.org/urlapi.asp?action=summary&v=1&bookid=262337
ER  -