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The Complete Guide to Accelerating Sales Force Performance
Andris Zoltners, Prabhakant Sinha, Greggor a Zoltners
Livre broché | Anglais
88,95 €
+ 177 points
Description
This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.
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. 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, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.
Spécifications
Parties prenantes
- Auteur(s) :
- Editeur:
Contenu
- Nombre de pages :
- 496
- Langue:
- Anglais
Caractéristiques
- EAN:
- 9780814420140
- Date de parution :
- 11-06-01
- Format:
- Livre broché
- Format numérique:
- Trade paperback (VS)
- Dimensions :
- 178 mm x 254 mm
- Poids :
- 861 g
