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portada The Complete Guide to Accelerating Sales Force Performance
Type
Physical Book
Author
Publisher
Topic
marketing - general ; sales & selling - management
Year
2001
Language
English
Pages
496
Format
Paperback
Dimensions
25.4x17.8x3 cm
Weight
0.86 kg.
ISBN13
9780814420140
Categories

The Complete Guide to Accelerating Sales Force Performance

Andris Zoltners (Author) · Prabhakant Sinha (Author) · Greggor a. Zoltners (Author) · Amacom · Paperback

The Complete Guide to Accelerating Sales Force Performance - Zoltners, Andris ; Sinha, Prabhakant ; Zoltners, Greggor a.

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Synopsis "The Complete Guide to Accelerating Sales Force Performance "

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.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. 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: culturesales force structurehiringsales manager selectiontrainingcompensationtechnologysales territory designgoal settingperformance managementPacked with valuable insights and real-life examples, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

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