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" Building a winning sales force : "
Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.
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BL
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| Record Number
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1011348
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| Doc. No
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b765718
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| Main Entry
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Zoltners, Andris A.
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| Title & Author
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Building a winning sales force : : powerful strategies for driving high performance /\ Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.
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| Publication Statement
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New York :: AMACOM,, ©2009.
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| Page. NO
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1 online resource (x, 486 pages) :: illustrations
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| ISBN
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0814410421
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: 1282032631
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: 6612032634
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: 9780814410424
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: 9781282032637
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: 9786612032639
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0814410405
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9780814410400
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| Notes
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Includes index.
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| Contents
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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.
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| Abstract
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"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.
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| Subject
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Sales management.
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Sales personnel.
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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Sales management.
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Sales personnel.
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| Dewey Classification
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658.8/102
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| LC Classification
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HF5438.4.Z648 2009eb
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| Added Entry
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Lorimer, Sally E.
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Sinha, Prabhakant.
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