The complete guide to accelerating sales force performance
- 作者: Zoltners, Andris A.
- 其他作者: Sinha, Prabhakant. , Zoltners, Greggor A.,
- 出版:
- 稽核項: 1 online resource (xix, 474 pages) :illustrations.
- 標題: BUSINESS & ECONOMICS Sales & Selling -- Management. , Sales & SellingManagement. , Sales personnel. , Sales force management. , Sales-promotion , Electronic books. , BUSINESS & ECONOMICS
- ISBN: 0814406505 , 9780814406502
- ISBN: 9780814406502
- 試查全文@TNUA:
- 附註: Includes index. ""Contents""; ""Preface""; ""The Role of the Sales Force in the Go- to- Market Strategy""; ""Sales Force Assessment and Strategy""; ""Sizing the Sales Force for Strategic Advantage""; ""Structuring the Sales Force for Strategic Advantage""; ""Designing Sales Territories That Increase Sales""; ""Recruiting the Best Salespeople""; ""Training the Sales Force""; ""The Critical Role of the First- Line Sales Manager""; ""Motivating the Sales Force""; ""Compensating for Results""; ""Setting Effective Goals and Objectives""; ""Precision Selling"" ""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""
- 摘要: Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.
- 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975
- 系統號: 005296269
- 資料類型: 電子書
- 讀者標籤: 需登入
- 引用網址: 複製連結
"The Complete Guide to Accelerating Sales Force Performance" presents an effective, innovative framework for evaluating and improving the performance of any sales force. It identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture; sales force structure; hiring; sales manager selection; training; compensation; technology; sales territory design; goal setting; and performance management. This is a basic guide for one of the most basic pressures on sales managers - how to "ratchet up" your sales force performance, providing a framework for evaluating sales force effectiveness, and a structure for making better sales force decisions. The book supplies highly practical solutions and processes and is packed with valuable insights and real-world examples from companies the authors have personally consulted for. It describes best practices for improving sales force effectiveness and explains how a sales force can adapt to changing technology, the Internet and the new economy. "The Complete Guide to Accelerating Sales Force Performance" allows the reader to tap into the latest thinking on sales force issues, so they are prepared to lead a successful selling organization into the new century.
來源: Google Book
來源: Google Book
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