The complete guide to accelerating sales force performance /

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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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Zoltners, Andris A.
Otros Autores: Sinha, Prabhakant, Zoltners, Greggor A., 1964-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, 2001.
Temas:
Sales force management.
Sales personnel.
Vendeurs.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Sales-promotion
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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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