عنوان

Building a winning sales force

9780814410400

لاتين

Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Building a winning sales force

New York

AMACOM,

c2009

x, 486 p.

مرجع به حساب نمي آيد

Includes index.

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 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.

powerful strategies for driving high performance

Sales Management

Sales Personnel

مولف

Zoltners, Andris A.

Zoltners, Andris A.

Sinha, Prabhakant.

Lorimer, Sally E.