Gespeichert in:
| Beteilige Person: | |
|---|---|
| Weitere beteiligte Personen: | , |
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
New York
AMACOM
2001
|
| Schlagwörter: | |
| Links: | https://learning.oreilly.com/library/view/-/0814406505/?ar |
| Zusammenfassung: | 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 |
| Beschreibung: | Includes index. - Print version record |
| Umfang: | 1 online resource (xix, 474 pages) illustrations |
| ISBN: | 0814426166 9780814426166 0814406505 9780814406502 |
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| language | English |
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| spelling | Zoltners, Andris A. VerfasserIn aut The complete guide to accelerating sales force performance Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners New York AMACOM 2001 1 online resource (xix, 474 pages) illustrations Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes index. - Print version record 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 Sales force management Sales personnel Vendeurs BUSINESS & ECONOMICS ; Sales & Selling ; Management Sales-promotion Sinha, Prabhakant MitwirkendeR ctb Zoltners, Greggor A. 1964- MitwirkendeR ctb 0814406505 Erscheint auch als Druck-Ausgabe 0814406505 |
| spellingShingle | Zoltners, Andris A. The complete guide to accelerating sales force performance Sales force management Sales personnel Vendeurs BUSINESS & ECONOMICS ; Sales & Selling ; Management Sales-promotion |
| title | The complete guide to accelerating sales force performance |
| title_auth | The complete guide to accelerating sales force performance |
| title_exact_search | The complete guide to accelerating sales force performance |
| title_full | The complete guide to accelerating sales force performance Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| title_fullStr | The complete guide to accelerating sales force performance Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| title_full_unstemmed | The complete guide to accelerating sales force performance Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| title_short | The complete guide to accelerating sales force performance |
| title_sort | complete guide to accelerating sales force performance |
| topic | Sales force management Sales personnel Vendeurs BUSINESS & ECONOMICS ; Sales & Selling ; Management Sales-promotion |
| topic_facet | Sales force management Sales personnel Vendeurs BUSINESS & ECONOMICS ; Sales & Selling ; Management Sales-promotion |
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