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Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force.

By: Contributor(s): Material type: TextTextPublisher: Saranac Lake : Amacom, 2001Copyright date: ©2001Edition: 1st edDescription: 1 online resource (491 pages)Content type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9780814426166
Subject(s): Genre/Form: Additional physical formats: Print version:: Complete Guide to Accelerating Sales Force PerformanceDDC classification:
  • 658.8/1
LOC classification:
  • HF5438.4 -- .Z65 2001eb
Online resources:
Contents:
Intro -- Contents -- Preface -- The Role of the Sales Force in the Go- to- Market Strategy -- Sales Force Assessment and Strategy -- Sizing the Sales Force for Strategic Advantage -- Structuring the Sales Force for Strategic Advantage -- Designing Sales Territories That Increase Sales -- Recruiting the Best Salespeople -- Training the Sales Force -- The Critical Role of the First- Line Sales Manager -- Motivating the Sales Force -- Compensating for Results -- Setting Effective Goals and Objectives -- Precision Selling -- Using Technology to Assist the Sales Force in Customer Relationship Management -- Performance Management -- Building a Potent Sales Force Culture -- Index.
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Intro -- Contents -- Preface -- The Role of the Sales Force in the Go- to- Market Strategy -- Sales Force Assessment and Strategy -- Sizing the Sales Force for Strategic Advantage -- Structuring the Sales Force for Strategic Advantage -- Designing Sales Territories That Increase Sales -- Recruiting the Best Salespeople -- Training the Sales Force -- The Critical Role of the First- Line Sales Manager -- Motivating the Sales Force -- Compensating for Results -- Setting Effective Goals and Objectives -- Precision Selling -- Using Technology to Assist the Sales Force in Customer Relationship Management -- Performance Management -- Building a Potent Sales Force Culture -- Index.

Description based on publisher supplied metadata and other sources.

Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.

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