Building a Winning Sales Management Team: The Force Behind the Sales Force

Andris A Zoltners

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Sprache: Englisch

Verlag: Zs Associates, Inc., 2012

0985343605 / 9780985343606

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Artikelbeschreibung des Verkäufers

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance. …

Bestandsnummer des Verkäufers CIN0985343605G

Titel
Building a Winning Sales Management Team: The Force Behind the Sales Force
Autor
Andris A Zoltners
Verlag
Zs Associates, Inc.
Erscheinungsjahr
2012
Zustand
Good
Einband
Hardback
Sprache
Englisch
ISBN-10
0985343605
ISBN-13
9780985343606

World of Books Inc

Montgomery, IL, USA

Verkäufer/-in mit 4 Sternen

Verkäufer:in bei AbeBooks seit 23. März 2026

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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …

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