The Complete Guide to Accelerating Sales Force Performance

Andris A. Zoltners, et al.

Informasi Dasar

17.01.882
658.81
Buku - Circulation (Dapat Dipinjam)

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. And 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, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.

Subjek

SALES FORCE
 

Katalog

The Complete Guide to Accelerating Sales Force Performance
0-8144-0650-5
xix, 474 p.: ill.; 27 cm.+ indeks
Inggris

Sirkulasi

Rp. 0
Rp. 1.000
Ya

Pengarang

Andris A. Zoltners, et al.
Perorangan
 
 

Penerbit

Amacom (American Management Association)
US
2001

Koleksi

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