"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."

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 t�tulo" puede pertenecer a otra edici�n de este libro.

Descripci�n de la librer�a

We are an on-line seller of old, used, rare, and out-of-print books. We handle mainly hardcover and trade paperback editions. We have first editions, signed copies, and just good reading editions. We have books priced from $1.00 to $1,500.00 .

Ver la p�gina web de la librer�a

Informaci�n empresarial del vendedor

Top Notch Books
TX, U.S.A.

Condiciones de venta y env�o

Condiciones de venta

We accept PayPal at topnotchbooks@yahoo.com, checks, and Money Orders. Personal checks are held 7 days for clearance before shipment of book. Sales tax of 6.25% applies to purchases made in Texas.

Condiciones de env�o

Shipping costs are based on books weighing 2.2 LB, or 1 KG. If your book order is heavy or oversized, we may contact you to let you know extra shipping is required.