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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: 658.8102
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 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.
Summary: 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.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.8102 ZOL (Browse shelf(Opens below)) 1 Available 0060707
Total holds: 0

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.

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