The complete guide to accelerating sales force performance /
نام عام مواد
[Book]
نام نخستين پديدآور
Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.
وضعیت نشر و پخش و غیره
محل نشرو پخش و غیره
New York :
نام ناشر، پخش کننده و غيره
AMACOM,
تاریخ نشرو بخش و غیره
2001.
مشخصات ظاهری
نام خاص و کميت اثر
1 online resource (xix, 474 pages) :
ساير جزييات
illustrations
يادداشت کلی
متن يادداشت
Includes index.
یادداشتهای مربوط به مندرجات
متن يادداشت
""Contents""; ""Preface""; ""The Role of the Sales Force in the Go- to- Market Strategy""; ""Sales Force Assessment and Strategy""; ""Sizing the Sales Force for Strategic Advantage""; ""Structuring the Sales Force for Strategic Advantage""; ""Designing Sales Territories That Increase Sales""; ""Recruiting the Best Salespeople""; ""Training the Sales Force""; ""The Critical Role of the First- Line Sales Manager""; ""Motivating the Sales Force""; ""Compensating for Results""; ""Setting Effective Goals and Objectives""; ""Precision Selling""
متن يادداشت
""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""
بدون عنوان
0
بدون عنوان
8
یادداشتهای مربوط به خلاصه یا چکیده
متن يادداشت
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.
ویراست دیگر از اثر در قالب دیگر رسانه
عنوان
Complete guide to accelerating sales force performance.
شماره استاندارد بين المللي کتاب و موسيقي
0814406505
موضوع (اسم عام یاعبارت اسمی عام)
موضوع مستند نشده
Sales force management.
موضوع مستند نشده
Sales personnel.
موضوع مستند نشده
BUSINESS & ECONOMICS-- Sales & Selling-- Management.
موضوع مستند نشده
Sales force management.
موضوع مستند نشده
Sales personnel.
موضوع مستند نشده
Sales-promotion
مقوله موضوعی
موضوع مستند نشده
BUS-- 058010
رده بندی ديویی
شماره
658
.
8/1
ويراست
21
رده بندی کنگره
شماره رده
HF5438
.
4
نشانه اثر
.
Z65
2001eb
نام شخص به منزله سر شناسه - (مسئولیت معنوی درجه اول )