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01881nam a2200325 a 4500 |
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1875766 |
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20171111234657.0 |
| 008 |
010821s2001 nyua o 001 0 eng d |
| 020 |
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|a 0814426166
|q (electronic bk.)
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| 020 |
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|a 9780814426166
|q (electronic bk.)
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| 020 |
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|a 0814406505
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| 020 |
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|a 9780814406502
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| 040 |
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|a N$T
|b eng
|e pn
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| 050 |
|
4 |
|a HF5438.4
|b .Z65 2001eb
|
| 100 |
1 |
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|a Zoltners, Andris A.
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| 245 |
1 |
4 |
|a The complete guide to accelerating sales force performance /
|c Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.
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| 260 |
|
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|a New York :
|b AMACOM,
|c 2001.
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| 300 |
|
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|a 1 online resource (xix, 474 pages) :
|b illustrations
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| 500 |
|
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|a Includes index.
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| 505 |
0 |
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|a ""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""
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| 505 |
8 |
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|a ""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index""
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| 650 |
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0 |
|a Sales force management.
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| 650 |
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0 |
|a Sales personnel.
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| 650 |
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4 |
|a Sales management.
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| 650 |
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4 |
|a Sales personnel.
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| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Sales & Selling
|x Management.
|
| 650 |
|
7 |
|a Sales force management.
|
| 700 |
1 |
|
|a Sinha, Prabhakant.
|
| 856 |
4 |
0 |
|a Zoltners, Greggor A.,
|u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975
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| 952 |
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|a CY-NiOUC
|b 5a04620a6c5ad14ac1ee68a6
|c 998a
|d 945l
|e -
|t 1
|x m
|z Books
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