Item Details

Building a Winning Sales Force [electronic resource]: Powerful Strategies for Driving High Performance

Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Format
EBook; Book; Online
Published
New York : AMACOM, 2009.
Language
English
ISBN
9780814410400, 0814410405
Contents
  • The 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 learning and development (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.
Description
Mode of access: World wide Web.
Notes
Includes index.
Logo for Copyright Not EvaluatedCopyright Not Evaluated
Technical Details
  • Access in Virgo Classic

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    a| The 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 learning and development (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.
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