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The Complete Guide to Accelerating Sales Force Performance
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$59.95
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Product Details
Author:
Andris Zoltners, Prabhakant Sinha, Greggor A. ZOLTNERS
Format:
Paperback
Pages:
496
Publisher:
AMACOM (June 11, 2001)
Language:
English
ISBN-13:
9780814420140
ISBN-10:
0814420141
Weight:
30.56oz
Dimensions:
7" x 9.98" x 0.95"
Case Pack:
1
File:
HarperChristian-Nelson0620-20260620.xml
Folder:
HarperChristian
List Price:
$59.95
As low as:
$46.16
Page Edges:
Non-Gilded
Words of Christ:
Black Letter
Publisher Identifier:
P-TNELSON
Discount Code:
A
Audience:
General/trade
Country of Origin:
United States
Pub Discount:
65
Imprint:
AMACOM
Overview
"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. The Complete Guide to Accelerating Sales Force Performance 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."
