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: $79.95
Print ISBN: 9780814434598
Page Count: 496
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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