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Record Nr. |
UNINA9910650880903321 |
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Autore |
Zoltners Andris A |
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Titolo |
Building a winning sales force : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2009 |
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ISBN |
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9786612032639 |
9781282032637 |
1282032631 |
9780814410424 |
0814410421 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (497 p.) |
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Altri autori (Persone) |
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LorimerSally E |
SinhaPrabhakant |
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Disciplina |
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Soggetti |
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Sales management |
Sales personnel |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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Contents; PART 1 A Blueprint for Sales Force Excellence; PART 2 Improving the Top Sales Effectiveness Drivers; PART 3 Addressing Common and Challenging Sales Management Issues; Index |
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Sommario/riassunto |
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Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. The book shows readers how to: assess how good their sales force |
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