Building a Winning Sales Management Team: The Force Behind the Sales Force
Language: English
Published by Zs Associates, Inc., 2012
- Hardcover
- Used
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AbeBooks seller since November 10, 2017
Condition: Used - Good
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- Title
- Building a Winning Sales Management Team: The Force Behind the Sales Force
- Author
- Zoltners, Andris A.
- Publisher
- Zs Associates, Inc.
- Publication year
- 2012
- Condition
- Good
- Binding
- hardcover
- Language
- English
- ISBN 10
- 0985343605
- ISBN 13
- 9780985343606
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.
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Textbooks_Source
Columbia, MO, U.S.A.
AbeBooks seller since November 10, 2017
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