Building a Winning Sales Management Team: The Force Behind the Sales Force
Idioma: inglés
Editorial: Zs Associates, Inc., 2012
- Tapa dura
- Usado
Librería: World of Books (was SecondSale), Montgomery, IL, Estados Unidos de AmericaWorld of Books (was SecondSale)
Vendedor de IberLibro desde 20 de diciembre de 2007
Condición: Usado - Aceptable
EUR 6,41
Cantidad disponible: 1 disponible
Añadir al carritoDescripción del artículo del vendedor
First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance. …
N° de ref. del artículo 00096087409
- Título
- Building a Winning Sales Management Team: The Force Behind the Sales Force
- Autor
- Andris A Zoltners
- Editorial
- Zs Associates, Inc.
- Año de publicación
- 2012
- Estado
- Good
- Encuadernación
- Hardback
- Idioma
- inglés
- ISBN 10
- 0985343605
- ISBN 13
- 9780985343606
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
“Sinopsis” puede pertenecer a otra edición de este título.
Reseña del editor
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
“Acerca de” puede pertenecer a otra edición de este título.
World of Books (was SecondSale)
Montgomery, IL, Estados Unidos de America
Vendedor de IberLibro desde 20 de diciembre de 2007
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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …
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