Building a winning sales force : powerful strategies for driving high performance /
"A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead." "Building a Winning Sales Force is the most comprehensive...
| Основен автор: | Zoltners, Andris A. |
|---|---|
| Други автори: | Sinha, Prabhakant., Lorimer, Sally E. |
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
New York :
Amacom,
℗♭2009.
|
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=262337 |
| Подобни документи: |
Print version::
Building a winning sales force. |
Съдържание:
- 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.