The Complete Guide to Accelerating Sales Force Performance
How to Get More Sales from Your Sales Force
Published on 11. June 2001
Book
Hardback
448 pages
978-0-8144-0650-2 (ISBN)
Description
<html> "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."
More details
Language
English
Place of publication
New York
United States
Illustrations
Illustrations
Dimensions
Height: 262 mm
Width: 190 mm
Thickness: 40 mm
Weight
1100 gr
ISBN-13
978-0-8144-0650-2 (9780814406502)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
<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."
Content
<html> "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"