The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
Author: Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
List Price: $79.95
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ISBN: 0814406505
Publisher: AMACOM (15 April, 2001)
Sales Rank: 4,814
Average Customer Rating: 4.67 out of 5
Customer Reviews
Rating: 4 out of 5
A Good Read!
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.
Rating: 5 out of 5
A Valuable Reference for Strategic Sales Management
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.
Rating: 5 out of 5
An important book
Without a good, working sales force, let's face it, you're sunk. This book is a vital and important contribution to any business that wants to stay alive in an increasingly difficult business environment. Five stars is not enough. Similar Products
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Book Index