Name: The Complete Guide to Accelerating Sales Force Performance (en Inglés)
Price: 41.97 USD
Availability: InStock
Author: Zoltners, Andris ; Sinha, Prabhakant ; Zoltners, Greggor a.
ISBN: 9780814420140

portada The Complete Guide to Accelerating Sales Force Performance (en Inglés)

Formato

Libro Físico

Autor

Editorial

Tema

marketing - general ; sales & selling - management

Año

2001

Idioma

Inglés

N° páginas

496

Encuadernación

Tapa Blanda

Dimensiones

25.4 x 17.8 x 3.0 cm

Peso

0.86 kg.

ISBN13

9780814420140

Categorías

Gestión de ventas y marketing
Marketing

The Complete Guide to Accelerating Sales Force Performance (en Inglés)

Andris Zoltners (Autor) · Prabhakant Sinha (Autor) · Greggor a. Zoltners (Autor) · Amacom · Tapa Blanda

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Reseña del libro "The Complete Guide to Accelerating Sales Force Performance (en Inglés)"

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: culturesales force structurehiringsales manager selectiontrainingcompensationtechnologysales territory designgoal settingperformance managementPacked 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.