Building a Winning Sales Force

Powerful Strategies for Driving High Performance

 Building a Winning Sales Force

Authors: Andris A. Zoltners, Ph.D., Prabhakant Sinha, Ph.D., Sally E. Lorimer
Pub Date: March 2009
Print Edition: $29.95
Print ISBN: 9780814437353
Page Count: 496
Format: Paper or Softback
e-Book ISBN: 9780814410424

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ADVANCE Praise for Building a Winning Sales Force:

“Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive.”

            — Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing,KelloggSchool of Management, Northwestern University


“The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. This book not only gives you the pieces, it also shows you how to assemble them into a winning sales force.”

    Neil Rackham, bestselling author of SPIN Selling and Rethinking the Sales Force


“The authors achieve the rare feat of providing sensible frameworks and instructive examples that address the most important problems facing today’s sales forces. Build­ing a Winning Sales Force has rigor and relevance rolled into one.”

    Kash Rangan, Malcolm McNair Professor of Marketing, HarvardBusinessSchool


“Practical examples and lessons learned from a broad range of industries and experts kept me turning the pages to learn more.”            — Gretchen Garrigues, Commercial Excellence Leader for GE Corporate Financial Services


“The ideas in Building a Winning Sales Force work.  We have used them to transform our sales organization . . . sales processes have become more disciplined and sales­people are delivering greater value to customers.”

            — Jeff Foland, Senior Vice President,

            Worldwide Sales and ContractCenters, United Airlines


“We apply the frameworks presented in this book throughout our planning cycles to prioritize the levers that drive selling excellence. As a result we regularly achieve improved global sales force performance.”

            — Gregory Schofield, Executive Vice President & Head of Global Sales,

            Novartis Pharmaceuticals Corp.

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