Building a Winning Sales Force Powerful Strategies for Driving High Performance

Name: Building a Winning Sales Force Powerful Strategies for Driving High Performance
Price: 5.3 USD
Availability: InStock
ISBN: 9780814410400

ISBN-10: 0814410405

ISBN-13: 9780814410400

Edition: 2009

Authors: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

List price: $34.95

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Book details

List price: $34.95
Copyright year: 2009
Publisher: AMACOM
Publication date: 3/6/2009
Binding: Hardcover
Pages: 496
Size: 6.50" wide x 7.25" long x 1.75" tall
Weight: 1.760




A Blueprint for Sales Force Excellence



The Dimensions and Drivers of a Winning Sales Force



Achieving Sales Force Excellence



Improving the Top Sales Effectiveness Drivers



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



Addressing Common and Challenging Sales Management Issues



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


Index