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[null,"1.","Record Nr.",null,"UNINA9910455192603321"]
[null,null,"Autore",null,"Zoltners Andris A"]
[null,null,"Titolo",null,"The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners"]
[null,null,"Pubbl/distr/stampa",null,"New York, : AMACOM, c2001"]
[null,null,"ISBN",null,"0-8144-2616-6"]
[null,null,"Edizione",null,"[1st edition]"]
[null,null,"Descrizione fisica",null,"1 online resource (491 p.)"]
[null,null,"Disciplina",null,"658.8/1"]
[null,null,"Soggetti",null,"Sales management"]
[{"$nulls":4},"Sales personnel"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,null,"Sommario/riassunto","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-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."]