The Complete Guide to Accelerating Sales Force Performance

The Complete Guide to Accelerating Sales Force Performance

Authors: Andris A. Zoltners, Ph.D., Prabhakant Sinha, Ph.D., Greggor A. Zoltners
Pub Date: June 2001
Print Edition: $59.95
Print ISBN: 9780814420140
Page Count: 496
Format: Paper or Softback
e-Book ISBN: 9780814426166

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Table of Contents

"1. The Role of the Sales Force in the Go-to-Market Strategy

2. Sales Force Assessment and Strategy

3. Sizing the Sales Force for Strategic Advantage

4. Structuring the Sales Force for Strategic Advantage

5. Sales Territory Design that Increases Sales

6. Recruiting the Best Sales People

7. Sales Force Training

8. The Critical Role of the First-Line Sales Manager

9. Sales Force Motivation

10. Compensating for Results

11. Effective Goal and Objective Setting

12. Precision Selling: Finding the Best Customers

13. Using Technology to Assist the Sales Force in Customer Relationship Management

14. Performance Management: Making It All Work

15. Building a Potent Sales Force Culture"

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