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.

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 this title" may belong to another edition of this title.

Store Description

Welcome to the Solr Books & Books4Cause AbeBooks page! We are a social venture dedicated to supporting social causes, education, and community through a business model. Books4Cause doesn?t raise funds or rely on government grants. All of our funding comes from selling a portion of used books donated to us. Our main goal is to recirculate books back into the hands of people who will read and treasure them. We support both local and global initiatives. Through partnering with the African Library Project, we have built over 120 libraries in nursery schools, elementary schools, high schools, and universities across 18 countries in Africa. Our pop-up free library program in Chicago distributes free books in under-served neighborhoods throughout the city, giving necessary resources to children, adults, and families who otherwise may not have been able to access them. For more information on what we do, or how you can help, go to books4cause.com

Visit Seller's Storefront

Seller's business information

Solr Books
IL, U.S.A.

Sale & Shipping Terms

Terms of Sale

We guarantee the condition of every book as it's described on the Abebooks web
sites. If you're dissatisfied with your purchase (Incorrect Book/Not as
Described/Damaged) or if the order hasn't arrived, you're eligible for a refund
within 30 days of the estimated delivery date. If you've changed your mind about a
book that you've ordered, please use the Ask bookseller a question link to contact
us and we'll respond within 2 business days.

Shipping Terms

Shipping costs are based on books weighing 2.2 LB, or 1 KG. If your book order is heavy or oversized, we may contact you to let you know extra shipping is required.