Building a Winning Sales Force Powerful Strategies for Driving High Performance

ISBN-10: 0814410405

ISBN-13: 9780814410400

Edition: 2009

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

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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
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