Building a winning sales force : powerful strategies for driving high performance /
By: Zoltners, Andris A.
Contributor(s): Sinha, Prabhakant | Lorimer, Sally E.
Publisher: New York : AMACOM, c2009Description: x, 486 p. : ill. ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9780814410400; 9780814410400:; 0814410405.Subject(s): Sales management | Sales personnel | Strategic planning | Performance -- ManagementDDC classification: 658.8102Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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Standard Loan | ATU Sligo Yeats Library Main Lending Collection | 658.8102 ZOL (Browse shelf(Opens below)) | 1 | Available | 0060707 |
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.
This title shows readers how to assess how good their sales force really is; identify salesforce improvement opportunities; implement tools and processes that have immediate impact on sales effectiveness; attract and retain the best salespeople; design incentive compensation plans; set goals; manage sales performance; and more.