Building a winning sales force powerful strategies for driving high performance /
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| Main Author: | |
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| Other Authors: | , |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2009.
|
| Subjects: | |
| Online Access: | NetLibrary MyiLibrary |
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| 020 | |a 9780814410424 (electronic bk.) | ||
| 020 | |a 0814410421 (electronic bk.) | ||
| 035 | |a (OCoLC)318651245 | ||
| 035 | |a (OCoLC)ocn318651245 | ||
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| 100 | 1 | |a Zoltners, Andris A. | |
| 245 | 1 | 0 | |a Building a winning sales force |h [electronic resource] : |b powerful strategies for driving high performance / |c Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer. |
| 260 | |a New York : |b AMACOM, |c c2009. | ||
| 300 | |a 1 online resource (x, 486 p.) : |b ill. | ||
| 500 | |a Includes index. | ||
| 500 | |a Description based on print version record. | ||
| 505 | 0 | |a The dimensions and drivers of a winning sales force -- Achieving sales force excellence -- 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 -- 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. | |
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Sales personnel. | |
| 655 | 7 | |a Electronic books. |2 local | |
| 700 | 1 | |a Sinha, Prabhakant. | |
| 700 | 1 | |a Lorimer, Sally E. | |
| 776 | 0 | 8 | |i Print version: |a Zoltners, Andris A. |t Building a winning sales force. |d New York : AMACOM, c2009 |z 9780814410400 |z 0814410405 |w (DLC) 2008049520 |w (OCoLC)227033817 |
| 856 | 4 | 0 | |3 NetLibrary |u http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=262337 |
| 856 | 4 | 0 | |3 MyiLibrary |u http://www.myilibrary.com?id=203263 |
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