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| 020 | _a9780814410424 (electronic bk.) | ||
| 020 | _a0814410421 (electronic bk.) | ||
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| 040 | _aUMP | ||
| 090 | _aHF5438.4 .Z648 2009 | ||
| 100 | 1 | _aZoltners, Andris A. | |
| 245 | 1 | 0 |
_aBuilding a winning sales force _h[electronic resource] : _bpowerful strategies for driving high performance / _cAndris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| 260 |
_aNew York : _bAMACOM, _cc2009 |
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| 300 |
_a1 online resource (x, 486 p.) : _bill. |
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| 500 | _aIncludes index | ||
| 500 | _aDescription based on print version record | ||
| 505 | 0 | _aThe 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. | |
| 538 | _aMode of access : Internet | ||
| 650 | 0 | _aSales management | |
| 650 | 0 | _aSales personnel | |
| 700 | 1 | _aSinha, Prabhakant | |
| 700 | 1 | _aLorimer, Sally E. | |
| 856 | 4 | 0 |
_3NetLibrary _uhttp://www.netlibrary.com.libraryumpsa.idm.oclc.org/urlapi.asp?action=summary&v=1&bookid=262337 |
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