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100   $a20001130d2001      uy         0
101 0 $aeng
135   $aurcn|||||||||
181   $ctxt
182   $cc
183   $acr
200 14$aThe complete guide to accelerating sales force performance$b[electronic resource] /$fAndris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
205   $a1st edition
210   $aNew York $cAMACOM$dc2001
215   $a1 online resource (491 p.) 
300   $aIncludes index.
311   $a0-8144-0650-5 
327   $aIntro -- 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.
330   $aEvery 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.
606   $aSales management
606   $aSales personnel
615  0$aSales management.
615  0$aSales personnel.
676   $a658.8/1
700   $aZoltners$b Andris A$0108438
701   $aSinha$b Prabhakant$0890378
701   $aZoltners$b Greggor A.$f1964-$01716044
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910820385303321
996   $aThe complete guide to accelerating sales force performance$94111135
997   $aUNINA