The Complete Guide to Accelerating Sales Force Performance

Un libro in lingua di Zoltners Andris A. Prabhakant Sinha Zoltners Greggor A. edito da Amacom Books, 2001

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Combining research with success stories from large and small firms, the authors offer advice on boosting sales without increasing expenses. They describe techniques for every aspect of a complete sales strategy, from determining appropriate size, structure, and territory design, to hiring, training, and compensating sales professionals. Company culture, manager selection, and goal setting are also discussed. The book offers diagnostic tools to help identify problems with multiple causes and to implement solutions. Annotation c. Book News, Inc., Portland, OR (booknews.com)

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