The complete guide to accelerating sales force performance /:
Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Weitere Verfasser: | , |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
AMACOM,
2001.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries |
| Beschreibung: | Includes index. |
| Beschreibung: | 1 online resource (xix, 474 pages) : illustrations |
| ISBN: | 0814426166 9780814426166 0814406505 9780814406502 |
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| 100 | 1 | |a Zoltners, Andris A. | |
| 245 | 1 | 4 | |a The complete guide to accelerating sales force performance / |c Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. |
| 264 | 1 | |a New York : |b AMACOM, |c 2001. | |
| 300 | |a 1 online resource (xix, 474 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
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| 347 | |a data file | ||
| 500 | |a Includes index. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a 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 | |
| 505 | 8 | |a Using Technology to Assist the Sales Force in Customer Relationship ManagementPerformance Management -- Building a Potent Sales Force Culture -- Index | |
| 520 | |a Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries | ||
| 542 | |f Copyright © AMACOM |g 2001 | ||
| 650 | 0 | |a Sales force management. |0 http://id.loc.gov/authorities/subjects/sh2007000653 | |
| 650 | 0 | |a Sales personnel. |0 http://id.loc.gov/authorities/subjects/sh85116732 | |
| 650 | 6 | |a Vendeurs. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Sales force management |2 fast | |
| 650 | 7 | |a Sales personnel |2 fast | |
| 650 | 7 | |a Sales-promotion |2 gnd |0 http://d-nb.info/gnd/4076968-9 | |
| 700 | 1 | |a Sinha, Prabhakant. | |
| 700 | 1 | |a Zoltners, Greggor A., |d 1964- |1 https://id.oclc.org/worldcat/entity/E39PCjxWT7wmr34GfQ3hxHyBMX |0 http://id.loc.gov/authorities/names/n00103444 | |
| 758 | |i has work: |a The complete guide to accelerating sales force performance (Text) |1 https://id.oclc.org/worldcat/entity/E39PCFC4dqymQbgF4GVVPtDkcK |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Zoltners, Andris A. |t Complete guide to accelerating sales force performance. |d New York : AMACOM, 2001 |z 0814406505 |w (DLC) 00067628 |w (OCoLC)45487488 |
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| DE-BY-FWS_katkey | ZDB-4-EBA-ocm48140007 |
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| adam_text | |
| any_adam_object | |
| author | Zoltners, Andris A. |
| author2 | Sinha, Prabhakant Zoltners, Greggor A., 1964- |
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| author_GND | http://id.loc.gov/authorities/names/n00103444 |
| author_facet | Zoltners, Andris A. Sinha, Prabhakant Zoltners, Greggor A., 1964- |
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| callnumber-first | H - Social Science |
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| contents | 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 ManagementPerformance Management -- Building a Potent Sales Force Culture -- Index |
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| id | ZDB-4-EBA-ocm48140007 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:15:16Z |
| institution | BVB |
| isbn | 0814426166 9780814426166 0814406505 9780814406502 |
| language | English |
| oclc_num | 48140007 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (xix, 474 pages) : illustrations |
| psigel | ZDB-4-EBA |
| publishDate | 2001 |
| publishDateSearch | 2001 |
| publishDateSort | 2001 |
| publisher | AMACOM, |
| record_format | marc |
| spelling | Zoltners, Andris A. The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. New York : AMACOM, 2001. 1 online resource (xix, 474 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier polychrome. rdacc http://rdaregistry.info/termList/RDAColourContent/1003 data file Includes index. Print version record. 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 ManagementPerformance Management -- Building a Potent Sales Force Culture -- Index Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries Copyright © AMACOM 2001 Sales force management. http://id.loc.gov/authorities/subjects/sh2007000653 Sales personnel. http://id.loc.gov/authorities/subjects/sh85116732 Vendeurs. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales force management fast Sales personnel fast Sales-promotion gnd http://d-nb.info/gnd/4076968-9 Sinha, Prabhakant. Zoltners, Greggor A., 1964- https://id.oclc.org/worldcat/entity/E39PCjxWT7wmr34GfQ3hxHyBMX http://id.loc.gov/authorities/names/n00103444 has work: The complete guide to accelerating sales force performance (Text) https://id.oclc.org/worldcat/entity/E39PCFC4dqymQbgF4GVVPtDkcK https://id.oclc.org/worldcat/ontology/hasWork Print version: Zoltners, Andris A. Complete guide to accelerating sales force performance. New York : AMACOM, 2001 0814406505 (DLC) 00067628 (OCoLC)45487488 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975 Volltext |
| spellingShingle | Zoltners, Andris A. The complete guide to accelerating sales force performance / 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 ManagementPerformance Management -- Building a Potent Sales Force Culture -- Index Sales force management. http://id.loc.gov/authorities/subjects/sh2007000653 Sales personnel. http://id.loc.gov/authorities/subjects/sh85116732 Vendeurs. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales force management fast Sales personnel fast Sales-promotion gnd http://d-nb.info/gnd/4076968-9 |
| subject_GND | http://id.loc.gov/authorities/subjects/sh2007000653 http://id.loc.gov/authorities/subjects/sh85116732 http://d-nb.info/gnd/4076968-9 |
| title | The complete guide to accelerating sales force performance / |
| title_auth | The complete guide to accelerating sales force performance / |
| title_exact_search | The complete guide to accelerating sales force performance / |
| title_full | The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. |
| title_fullStr | The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. |
| title_full_unstemmed | The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. |
| title_short | The complete guide to accelerating sales force performance / |
| title_sort | complete guide to accelerating sales force performance |
| topic | Sales force management. http://id.loc.gov/authorities/subjects/sh2007000653 Sales personnel. http://id.loc.gov/authorities/subjects/sh85116732 Vendeurs. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales force management fast Sales personnel fast Sales-promotion gnd http://d-nb.info/gnd/4076968-9 |
| topic_facet | Sales force management. Sales personnel. Vendeurs. BUSINESS & ECONOMICS Sales & Selling Management. Sales force management Sales personnel Sales-promotion |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975 |
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