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Building a winning sales force [[electronic resource] ] : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
| Building a winning sales force [[electronic resource] ] : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| Autore | Zoltners Andris A |
| Pubbl/distr/stampa | New York, : AMACOM, c2009 |
| Descrizione fisica | 1 online resource (497 p.) |
| Disciplina |
658.8
658.8/102 658.8102 |
| Altri autori (Persone) |
LorimerSally E
SinhaPrabhakant |
| Soggetto topico |
Sales management
Sales personnel |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-03263-1
9786612032639 0-8144-1042-1 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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 |
| Record Nr. | UNINA-9910454268703321 |
Zoltners Andris A
|
||
| New York, : AMACOM, c2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Building a winning sales force : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
| Building a winning sales force : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| Autore | Zoltners Andris A |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2009 |
| Descrizione fisica | 1 online resource (497 p.) |
| Disciplina |
658.8
658.8/102 658.8102 |
| Altri autori (Persone) |
LorimerSally E
SinhaPrabhakant |
| Soggetto topico |
Sales management
Sales personnel |
| ISBN |
1-282-03263-1
9786612032639 0-8144-1042-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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 |
| Record Nr. | UNINA-9910650880903321 |
|
Zoltners Andris A
|
||
| New York, : AMACOM, c2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910455192603321 |
|
Zoltners Andris A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910778989603321 |
|
Zoltners Andris A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to accelerating sales force performance / / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance / / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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. |
| Record Nr. | UNINA-9910820385303321 |
|
Zoltners Andris A
|
||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||