The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
Andris A. Zoltners; Prabhakant Sinha; Greggor A. Zoltners
Language: English
Published by American Management Association (AMACOM), 2001
- Hardcover
- Used
Seller: Orphans Treasure Box, Champaign, IL, U.S.A.Orphans Treasure Box
AbeBooks seller since October 9, 2013
Condition: Used - Good
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Add to basketItem description from seller
Ships quickly. Almost very good. Appears to be unmarked. Mild shelf/reading wear. Orphans Treasure Box sells books to raise money for orphans and vulnerable kids.
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- Title
- The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
- Author
- Andris A. Zoltners; Prabhakant Sinha; Greggor A. Zoltners
- Publisher
- American Management Association (AMACOM)
- Publication year
- 2001
- Condition
- Good
- Binding
- hardcover
- Language
- English
- ISBN 10
- 0814406505
- ISBN 13
- 9780814406502
- Item weight
- 39 ounces
- Dimensions
- 7x1x10
- Seller catalogs
- Business & Economics
"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.
<i>The Complete Guide to Accelerating Sales Force Performance</i> 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."
"Synopsis" may belong to another edition of this title.
About the Author
"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University.
Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates.
Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."
"About the title" may belong to another edition of this title.
Orphans Treasure Box
Champaign, IL, U.S.A.
AbeBooks seller since October 9, 2013
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We are Orphans Treasure Box Books, a 501(c)3 non-profit book store that turns donated books into resources for orphans and vulnerable kids. We support adoption assistance for older and special needs kids. We support orphanages and orphan initiatives around the world, as well as vulnerable children in the Central Illinois area. We also set aside jobs in our business for homeless single parents.
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