All star sales teams : 8 steps to spectacular success using goals, values, vision, and rewards /

All Star Sales Teams focuses on molding the sales team into an organization's most productive nucleus. This book uniquely integrates critical development, organizational, and compensation concepts into practical, day-to-day processes. It also answers eight key questions that define successful s...

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Détails bibliographiques
Cote:Libro Electrónico
Auteur principal: Kleinman, Dan
Format: Électronique eBook
Langue:Inglés
Publié: Franklin Lakes, N.J. : Career Press, ©2008.
Sujets:
Selling > Handbooks, manuals, etc.
Marketing & Sales.
Commerce.
Business & Economics.
Vente > Guides, manuels, etc.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Selling.
Handbooks and manuals.
Accès en ligne:Texto completo (Requiere registro previo con correo institucional)
Table des matières:
  • Introduction
  • Clarify your sales objectives : planning for change
  • Align goals, values and rewards : tailoring a compensation plan
  • Put market data into perspective : getting what you need
  • Provide realistic sales rewards : controlling expectations
  • Motivate sales managers : capitalizing on their strengths
  • Involve your sales staff : keeping them engaged
  • Cultivate an inter-functional community : putting the company first
  • Strive for simplicity : streamlining your design strategy
  • Conclusions
  • Appendix rubber chickens.

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