The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force - Tapa dura

Zoltners

 
9780814406502: The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
Tapa dura
ISBN 10: 0814406505 ISBN 13: 9780814406502
Editorial: Amacom, 2001

Sinopsis

"Every firm’s sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.

<i>The Complete Guide to Accelerating Sales Force Performance</i> develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It’s loaded with proven ideas for improving such ""success drivers"" as:

culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.

Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries."

"Sinopsis" puede pertenecer a otra edición de este libro.

Acerca del autor

"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University.

Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates.

Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."

"Sobre este título" puede pertenecer a otra edición de este libro.

Editorial
Amacom
Año de publicación
2001
Idioma
Inglés
ISBN 10 
0814406505
ISBN 13 
9780814406502
Encuadernación
Tapa dura
Número de páginas
448
Contacto del fabricante
no disponible
Persona responsable
no disponible

Otras ediciones populares con el mismo título

9780814420140: The Complete Guide to Accelerating Sales Force Performance

Edición Destacada

ISBN 10:  0814420141 ISBN 13:  9780814420140
Editorial: Amacom, 2001
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