The complete guide to accelerating sales force performance /
| Основен автор: | Zoltners, Andris A. |
|---|---|
| Други автори: | Sinha, Prabhakant., Zoltners, Greggor A., 1964- |
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
New York :
Amacom,
2001.
|
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975 |
| Подобни документи: |
Print version::
Complete guide to accelerating sales force performance. |
Съдържание:
- ""Contents""; ""Preface""; ""The Role of the Sales Force in the Go- to- Market Strategy""; ""Sales Force Assessment and Strategy""; ""Sizing the Sales Force for Strategic Advantage""; ""Structuring the Sales Force for Strategic Advantage""; ""Designing Sales Territories That Increase Sales""; ""Recruiting the Best Salespeople""; ""Training the Sales Force""; ""The Critical Role of the First- Line Sales Manager""; ""Motivating the Sales Force""; ""Compensating for Results""; ""Setting Effective Goals and Objectives""; ""Precision Selling""
- ""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""