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1. |
Record Nr. |
UNINA9911099790903321 |
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Autore |
Zoltners Andris A |
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Titolo |
The complete guide to accelerating sales force performance / / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2001 |
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ISBN |
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Edizione |
[1st edition] |
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Descrizione fisica |
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1 online resource (491 p.) |
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Altri autori (Persone) |
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SinhaPrabhakant |
ZoltnersGreggor A. <1964-> |
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Disciplina |
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Soggetti |
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Sales management |
Sales personnel |
Electronic books. |
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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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Intro -- 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. |
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Sommario/riassunto |
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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- |
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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. |
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2. |
Record Nr. |
UNINA9911140905803321 |
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Titolo |
Global Academic Publishing : Policies, Perspectives and Pedagogies / / Mary Jane Curry, Theresa Lillis |
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Pubbl/distr/stampa |
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Blue Ridge Summit, PA : , : Multilingual Matters, , [2017] |
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©2017 |
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ISBN |
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9781783099252 |
1783099259 |
9781783099245 |
1783099240 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (294 pages) : illustrations, tables |
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Collana |
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Studies in Knowledge Production and Participation |
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Disciplina |
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Soggetti |
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Academic writing - Study and teaching |
English language - Globalization |
Scholarly publishing - Research |
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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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Nota di bibliografia |
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Includes bibliographical references at the end of each chapters and index. |
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Nota di contenuto |
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Frontmatter -- Contents -- Figures -- Tables -- Contributors -- Acknowledgments -- Preface -- 1 Problematizing English as the Privileged Language of Global Academic Publishing -- 2 Lost in Quantification: Scholars and the Politics of Bibliometrics -- 3 PhD Publication Requirements and Practices: A Multidisciplinary Case Study of a Hungarian University -- 4 Chinese Business Schools Pursuing Growth through International Publishing: Evidence from Institutional Genres -- 5 Issues of Identity and Voice: Writing English for Research |
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Purposes in the Semi-periphery -- 6 Language Policy and the Disengagement of the International Academic Elite -- 7 Publishing in Pursuit of an Academic Career: The Role of Embedded and Encultured Knowledge in National Job-market Entry Strategies of Elite Early Career European Scholars -- Part 3: Academic Journal Policies and Practices -- 8 The Reaction of Scholarly Journals to Impact-factor Publication Requirements in Kazakhstan -- 9 Blind Peer Review at an English Language Teaching Journal in Taiwan: Glocalized Practices within the Globalization of Higher Education -- 10 Publishing from the ELT Periphery: The Profi le Journal Experience in Colombia -- 11 The Rise of Multimodality in Academic Publishing -- 12 Open Access: The Next Model for Research Dissemination? -- 13 Reconsidering ‘Predatory’ Open Access Journals in an Age of Globalised English-language Academic Publishing -- 14 Teaching Writing for Publication in English to Engineering Students: Implications from a Collaborative Course in Taiwan -- 15 The Potential and Limitations of an Intensive English for Research Publication Purposes Course for Mexican Scholars -- 16 Emerging Academics: Using WhatsApp to Share Novice and Expert Resources in a Postgraduate Writing Group -- Index |
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Sommario/riassunto |
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This book reports on the state of academic journal publishing in a range of geolinguistic contexts, including locations where pressures to publish in English have developed more recently than in other parts of the world (e.g. Kazakhstan, Colombia), in addition to contexts that have not been previously explored or well-documented. The three sections push the boundaries of existing research on global publishing, which has mainly focused on how scholars respond to pressures to publish in English, by highlighting research on evaluation policies, journals’ responses in non-Anglophone contexts to pressures for English-medium publishing, and pedagogies for supporting scholars in their publishing efforts. |
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