Building a Winning Sales Force: Powerful Strategies for Driving High Performance - Hardcover

Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.

Hardcover

ISBN 10: 0814437567 ISBN 13: 9780814437568

Verlag: Thomas Nelson, 2009

Inhaltsangabe

Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Über diesen Titel

Über die Autorin bzw. den Autor

Prabhakhant (Prabha) Sinha is Founder and Co-Chairman of ZS Associates. He was an Associate Professor of Marketing at the Kellogg School of Management until 1987. In 1983, Prabha and Kellogg colleague, Andris Zoltners, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology. Prabha has assisted over 250 firms in North America, Europe and Asia with issues related to sales force strategy and sales effectiveness. He continues to teach executives at the India School of Business and the Gordon Institute of Business Science. He has published over 30 academic articles and has co-authored a series of books on sales force management.

Details zur Ausgabe

• Verlag: Thomas Nelson
• Erscheinungsdatum: 2009
• ISBN 10: 0814437567
• ISBN 13: 9780814437568
• Einband: Tapa dura
• Sprache: Englisch
• Anzahl der Seiten: 498
• Kontakt zum Hersteller: Nicht verfügbar