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Building a winning sales force : powerful strategies for driving high performance

Author: Andris A Zoltners; Prabhakant Sinha; Sally E Lorimer
Publisher: New York : AMACOM, ©2009.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead." "Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Zoltners, Andris A.
Building a winning sales force.
New York : AMACOM, ©2009
(DLC) 2008049520
(OCoLC)227033817
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Andris A Zoltners; Prabhakant Sinha; Sally E Lorimer
ISBN: 9780814410424 0814410421 1282032631 9781282032637
OCLC Number: 318651245
Notes: Includes index.
Description: 1 online resource (x, 486 pages) : illustrations
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 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.
Responsibility: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.

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Shows readers how to reinvent themselves and achieve the kind of fulfillment and meaning in their lives they have always dreamed of. This book will reshape how people look at the next phase of their  Read more...

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"...provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations." CRM Industry.com "... one of the most Read more...

 
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