The Complete Guide to Accelerating Sales Force Performance / Edition 1

The Complete Guide to Accelerating Sales Force Performance / Edition 1

ISBN-10:
0814406505
ISBN-13:
9780814406502
Pub. Date:
06/11/2001
Publisher:
AMACOM
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The Complete Guide to Accelerating Sales Force Performance 4.7 out of 5 based on 0 ratings. 3 reviews.
Guest More than 1 year ago
To boost your sales group¿s performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you¿ll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, we recommend this manual to the audience its authors suggest, ¿sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners¿ plus business school students. If you¿re going to be academic, you might as well learn something.
Guest More than 1 year ago
This is a great book for most sales managers. It is not about the soft skills of selling or management but about using your hard skills (like statistics) to analyze your companies strategic and tactical choices. It is very comprehensive and well thought out. If you can grasp the concepts and methods in this book you will be ahead of the majority of sales managers out there. Of course the leadership part of Sales Management is still up to you.
Guest More than 1 year ago
In this book, the world's leading authorities in the field of sales management share hundreds of valuable insights and suggestions for leading a successful sales force in the 21st century. This is the most comprehensive book I have seen on this topic, yet at the same time, it is easy to read and offers very practical approaches. As a sales management professional, you will turn to this book over and over again as you strive to develop and implement the best sales force strategies.