Building a winning sales force: powerful strategies for driving high performance
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
AMACOM
c2009
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 FLA01 Volltext |
| Beschreibung: | Includes index 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 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 "A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead." "Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world." "With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results - all without disrupting your current sales progress."--Jacket |
| Beschreibung: | 1 Online-Ressource (x, 486 p.) |
| ISBN: | 0814410405 0814410421 9780814410400 9780814410424 |
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| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| dewey-search | 658.8/102 |
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| discipline | Wirtschaftswissenschaften |
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| indexdate | 2024-07-10T07:18:33Z |
| institution | BVB |
| isbn | 0814410405 0814410421 9780814410400 9780814410424 |
| language | English |
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| spelling | Zoltners, Andris A. Verfasser aut Building a winning sales force powerful strategies for driving high performance Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer New York AMACOM c2009 1 Online-Ressource (x, 486 p.) txt rdacontent c rdamedia cr rdacarrier Includes index 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 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 "A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead." "Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world." "With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results - all without disrupting your current sales progress."--Jacket BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Sales management fast Sales personnel fast Wirtschaft Sales management Sales personnel Sinha, Prabhakant Sonstige oth Lorimer, Sally E. Sonstige oth http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=262337 Aggregator Volltext |
| spellingShingle | Zoltners, Andris A. Building a winning sales force powerful strategies for driving high performance BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Sales management fast Sales personnel fast Wirtschaft Sales management Sales personnel |
| title | Building a winning sales force powerful strategies for driving high performance |
| title_auth | Building a winning sales force powerful strategies for driving high performance |
| title_exact_search | Building a winning sales force powerful strategies for driving high performance |
| title_full | Building a winning sales force powerful strategies for driving high performance Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| title_fullStr | Building a winning sales force powerful strategies for driving high performance Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| title_full_unstemmed | Building a winning sales force powerful strategies for driving high performance Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer |
| title_short | Building a winning sales force |
| title_sort | building a winning sales force powerful strategies for driving high performance |
| title_sub | powerful strategies for driving high performance |
| topic | BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Sales management fast Sales personnel fast Wirtschaft Sales management Sales personnel |
| topic_facet | BUSINESS & ECONOMICS / Sales & Selling / Management Sales management Sales personnel Wirtschaft |
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