The complete guide to accelerating sales force performance
Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a ma...
| Main Author: | |
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| Other Authors: | , |
| Format: | eBook |
| Language: | Inglés |
| Published: |
New York :
AMACOM
c2001.
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| Edition: | 1st edition |
| Subjects: | |
| See on Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627599106719 |
Table of 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.
