The Complete Guide to Accelerating Sales Force Performance

Released on by Andris A. Zoltners
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  • The Complete Guide to Accelerating Sales Force Performance Book Detail

  • Author : Andris A. Zoltners
  • Release Date : 2001
  • Publisher : AMACOM/American Management Association
  • Genre : Business & Economics
  • Pages : 504
  • ISBN 13 : 9780814426166
  • File Size : 59,59 MB
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The Complete Guide to Accelerating Sales Force Performance by Andris A. Zoltners PDF Summary

Book Description: 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, getAbstract.com recommends 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.

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