The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force
Author:   Andris A. Zoltners ,  Prabhakant K. Sinha ,  Greggor A. Zoltners
Publisher:   Amacom
ISBN:  

9780814406502


Pages:   448
Publication Date:   11 June 2001
Format:   Hardback
Availability:   Out of stock   Availability explained


Our Price $211.07 Quantity:  
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The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force


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Overview

""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.

Full Product Details

Author:   Andris A. Zoltners ,  Prabhakant K. Sinha ,  Greggor A. Zoltners
Publisher:   Amacom
Imprint:   Amacom
Dimensions:   Width: 19.00cm , Height: 4.00cm , Length: 26.20cm
Weight:   1.100kg
ISBN:  

9780814406502


ISBN 10:   0814406505
Pages:   448
Publication Date:   11 June 2001
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Out of Print
Availability:   Out of stock   Availability explained

Language:   English

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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Author Information

<html> ""Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University. Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates. Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant.""

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