{"product_id":"the-complete-guide-to-accelerating-sales-force-performance-paperback","title":"The Complete Guide to Accelerating Sales Force Performance - Paperback","description":"\u003cp\u003eby \u003cb\u003eAndris Zoltners\u003c\/b\u003e (Author), \u003cb\u003ePrabhakant Sinha\u003c\/b\u003e (Author), \u003cb\u003eGreggor a. Zoltners\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eThis helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eEvery 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. While underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Complete Guide to Accelerating Sales Force Performance\u003c\/em\u003e develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy.\u003c\/p\u003e\u003cp\u003eIt's loaded with proven ideas for improving such \"success drivers\" as: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eculture\u003c\/li\u003e\n\u003cli\u003esales force structure\u003c\/li\u003e\n\u003cli\u003ehiring\u003c\/li\u003e\n\u003cli\u003esales manager selection\u003c\/li\u003e\n\u003cli\u003etraining\u003c\/li\u003e\n\u003cli\u003ecompensation\u003c\/li\u003e\n\u003cli\u003etechnology\u003c\/li\u003e\n\u003cli\u003esales territory design\u003c\/li\u003e\n\u003cli\u003egoal setting\u003c\/li\u003e\n\u003cli\u003eperformance management\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003ePacked with valuable insights and real-life examples, \u003cem\u003eThe Complete Guide to Accelerating Sales Force Performance\u003c\/em\u003e is an excellent source of practical ideas for sales and marketing managers in all industries.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e \"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University. \u003c\/p\u003e\u003cp\u003e Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates. \u003c\/p\u003e\u003cp\u003e Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant.\"\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 496\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.2 x 10 x 7 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e June 11, 2001\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42722531180607,"sku":"9780814420140","price":82.88,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0105\/8226\/1823\/files\/57cbef45cb32dd96a673b9d28e10a5ca.webp?v=1765096069","url":"https:\/\/dhlswag.com\/products\/the-complete-guide-to-accelerating-sales-force-performance-paperback","provider":"BBB","version":"1.0","type":"link"}