Bibliograph

Building a winning sales force, powerful strategies for driving high performance, Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Type

Label

Building a winning sales force, powerful strategies for driving high performance, Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Language

eng

Index

index present

Literary Form

non fiction

Main title

Building a winning sales force

Nature of contents

dictionaries

Responsibility statement

Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Sub title

powerful strategies for driving high performance

Table Of Contents

The dimensions and drivers of a winning sales force -- Achieving sales force excellence -- Sales strategies that win with customers -- Sizing your sales force for long-term success -- Structuring your sales force for efficiency and effectiveness -- Designing sales territories for maximum success -- Sales force recruiting : winning the war for talent -- Developing more effective learning and development (training) programs -- How to create a winning sales force culture -- The right sales manager : a key to sales force success -- Using information technology to enhance sales -- How sales force incentives can drive results -- Setting fair and realistic goals to motivate your sales force -- Staying on track through better sales force performance management -- Preventing sales force complacency : the silent killer of sales effectiveness -- Adapting a sales strategy to meet new challenges -- Allocating sales resources to maximize results -- Retaining successful salespeople -- Achieving better sales and marketing alignment -- The ge story: improving sales force effectiveness across businesses

resource.variantTitle

Building a Winning Sales Force : Powerful Strategies for Driving High Performance

Contributor

Creator