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010   $a9786612032639
010   $a0-8144-1042-1
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100   $a20081204d2009      uy         0
101 0 $aeng
135   $aurcn|||||||||
181   $ctxt
182   $cc
183   $acr
200 10$aBuilding a winning sales force $epowerful strategies for driving high performance /$fAndris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
205   $a1st ed.
210   $aNew York $cAMACOM$dc2009
215   $a1 online resource (497 p.)
300   $aIncludes index.
311   $a0-8144-1040-5 
327   $aContents; 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
330   $aSales 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
606   $aSales management
606   $aSales personnel
615  0$aSales management.
615  0$aSales personnel.
676   $a658.8
676   $a658.8/102
676   $a658.8102
700   $aZoltners$b Andris A$0108438
701   $aLorimer$b Sally E$01178067
701   $aSinha$b Prabhakant$0890378
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910650880903321
996   $aBuilding a winning sales force$92736409
997   $aUNINA