Princeton University Library Catalog

The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.

Author:
Zoltners, Andris A. [Browse]
Format:
Book
Language:
English
Published/​Created:
New York : AMACOM, c2001.
Description:
xix, 474 p. : ill. ; 26 cm.
Notes:
Includes index.
Contents:
Ch. 1. The Role of the Sales Force in the Go-to-Market Strategy -- Ch. 2. Sales Force Assessment and Strategy -- Ch. 3. Sizing the Sales Force for Strategic Advantage -- Ch. 4. Structuring the Sales Force for Strategic Advantage -- Ch. 5. Designing Sales Territories That Increase Sales -- Ch. 6. Recruiting the Best Salespeople -- Ch. 7. Training the Sales Force -- Ch. 8. The Critical Role of the First-Line Sales Manager -- Ch. 9. Motivating the Sales Force -- Ch. 10. Compensating for Results -- Ch. 11. Setting Effective Goals and Objectives -- Ch. 12. Precision Selling -- Ch. 13. Using Technology to Assist the Sales Force in Customer Relationship Management -- Ch. 14. Performance Management -- Ch. 15. Building a Potent Sales Force Culture.
Subject(s):
ISBN:
0814406505
LCCN:
00067628
OCLC:
45487488
Related name:
RCP:
C - S