عنوان
پدید آورنده
موضوع
رده
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
9780814410400
LANGUAGE OF THE ITEM
.Language of Text, Soundtrack etc
لاتين
TITLE AND STATEMENT OF RESPONSIBILITY
First Statement of Responsibility
Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Title Proper
Building a winning sales force
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York
Name of Publisher, Distributor, etc.
AMACOM,
Date of Publication, Distribution, etc.
c2009
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
x, 486 p.
NOTES PERTAINING TO BINDING AND AVAILABILITY
Text of Note
مرجع به حساب نمي آيد
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
Text of Note
Includes index.
CONTENTS NOTE
Text of Note
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.
OTHER VARIANT TITLES
Variant Title
powerful strategies for driving high performance
TOPICAL NAME USED AS SUBJECT
Entry Element
Sales Management
Entry Element
Sales Personnel
OTHER CLASS NUMBERS
Class number
658
.
8102
,
Z86b
,
2009
PERSONAL NAME - PRIMARY RESPONSIBILITY
Entry Element
مولف
Relator Code
Zoltners, Andris A.
PERSONAL NAME - ALTERNATIVE RESPONSIBILITY
Entry Element
Zoltners, Andris A.
PERSONAL NAME - SECONDARY RESPONSIBILITY
Entry Element
Sinha, Prabhakant.
Entry Element
Lorimer, Sally E.
