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Building a winning sales force : powerful strategies for driving high performance Cover Image Book Book
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Building a winning sales force : powerful strategies for driving high performance

Zoltners, Andris A. (Author). Sinha, Prabhakant. (Added Author). Lorimer, Sally E. (Added Author).

Record details

  • ISBN: 0814410405
  • ISBN: 9780814410400
  • Physical Description: 486 pages
    print
  • Publisher: New York : AMACOM, [2009]

Content descriptions

General Note:
Includes index.
Formatted Contents Note: 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 learning and development (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.

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Subject: Sales personnel
Sales management

Available copies

  • 1 of 1 copy available at SPARK Libraries.

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  • 0 current holds with 1 total copy.
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Location Call Number / Copy Notes Barcode Shelving Location Status Due Date
Hughes Library 658.8 ZOL (Text) 32378003390137 Adult Nonfiction Available -
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