Building a Winning Sales Force (PDF)
Powerful Strategies for Driving High Performance
(Sprache: Englisch)
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...
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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. The book shows readers how to:assess how good their sales force really isidentify sales force improvement opportunitiesimplement tools and processes that have immediate impact on sales effectivenessattract and retain the best salespeopledesign incentive compensation plansset goalsmanage sales performancemotivate the sales forceWith 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.
Autoren-Porträt von Andris A. Zoltners, Prabhakant Sinha, Sally E Lorimer
Andris A. Zoltners is a professor of marketing at the Kellogg School of Management at Northwestern University. Prabhakant Sinha is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation (978-0-8144-7324-5) and The Complete Guide to Accelerating Sales Force Performance (978-0-8144-0650-2). Sally E.Lorimer is a sales and marketing consultant and business writer.
Bibliographische Angaben
- Autoren: Andris A. Zoltners , Prabhakant Sinha , Sally E Lorimer
- 2009, Englisch
- ISBN-10: 0814410421
- ISBN-13: 9780814410424
- Erscheinungsdatum: 11.02.2009
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- Dateiformat: PDF
- Größe: 2.40 MB
- Mit Kopierschutz
Sprache:
Englisch
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