Building a winning sales force
Subtitle: powerful strategies for driving high performance
By: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.
Contributors: Sinha, Prabhakant.; Lorimer, Sally E.
Publisher: AMACOM
Published: 2009
Place of publication: New York
Language: eng
Number of pages: 486
ISBN-13: 9780814410400
Subjects: Sales management; Sales personnel
Notes: Includes index.
Table of contents: title: The dimensions and drivers of a winning sales force; title: Achieving sales force excellence; title: Sales strategies that win with customers; title: Sizing your sales force for long-term success; title: Structuring your sales force for efficiency and effectiveness; title: Designing sales territories for maximum success; title: Sales force recruiting : winning the war for talent; title: Developing more effective learning and development (training) programs; title: How to create a winning sales force culture; title: The right sales manager : a key to sales force success; title: Using information technology to enhance sales; title: How sales force incentives can drive results; title: Setting fair and realistic goals to motivate your sales force; title: Staying on track through better sales force performance management; title: Preventing sales force complacency : the silent killer of sales effectiveness; title: Adapting a sales strategy to meet new challenges; title: Allocating sales resources to maximize results; title: Retaining successful salespeople; title: Achieving better sales and marketing alignment; title: The ge story: improving sales force effectiveness across businesses.