Building a Winning Sales Force
(Sprache: Englisch)
Sales foce 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...
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Produktinformationen zu „Building a Winning Sales Force “
Sales foce 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 from real case studies, "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.
Klappentext zu „Building a Winning Sales Force “
Sales 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.With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Inhaltsverzeichnis zu „Building a Winning Sales Force “
ContentsP A R T 1A Blueprint for Sales Force Excellence 11 The Dimensions and Drivers of a Winning Sales Force 3
2 Achieving Sales Force Excellence 23P A R T 2
Improving the Top Sales Effectiveness Drivers 47
3 Sales Strategies That Win with Customers 49
4 Sizing Your Sales Force for Long-Term Success 61
5 Structuring Your Sales Force for Efficiency and Effectiveness 91
6 Designing Sales Territories for Maximum Success 115
7 Sales Force Recruiting: Winning the War for Talent 129
8 Developing More Effective Training Programs 147
9 How to Create a Winning Sales Force Culture 171
10 The Right Sales Manager: A Key to Sales Force Success 199
11 Using Information Technology to Enhance Sales 223
12 How Sales Force Incentives Can Drive Results 247
13 Setting Fair and Realistic Goals to Motivate Your Sales Force 287
14 Staying on Track Through Better Sales Force Performance
Management 305P A R T 3
Addressing Common and Challenging Sales Management
Issues 321
15 Preventing Sales Force Complacency: The Silent Killer of Sales
Effectiveness 323
16 Adapting a Sales Strategy to Meet New Challenges 347
17 Allocating Sales Resources to Maximize Results 367
18 Retaining Successful Salespeople 395
19 Achieving Better Sales and Marketing Alignment 421
20 The GE Story: Improving Sales Force Effectiveness Across
Businesses 455Index 477
Bibliographische Angaben
- Autoren: Andris A. Zoltners , Prabhakant K. Sinha , Sally E. Lorimer
- 2009, 480 Seiten, Maße: 16,3 x 23,2 cm, Gebunden, Englisch
- Verlag: Amacom
- ISBN-10: 0814410405
- ISBN-13: 9780814410400
Sprache:
Englisch
Rezension zu „Building a Winning Sales Force “
..". one of the most comprehensive and practical books on designing, building, and driving a superior sales team... advice from some of the top sales professionals in the world." Selling Power Hiring and Recruiting Newsletter
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