Table of Contents: The complete guide to accelerating sales force performance /

Main Author:	Zoltners, Andris A.
Other Authors:	Sinha, Prabhakant.
Format:	Book
Language:	English
Published:	New York : AMACOM, 2001.
Subjects:	Sales force management. Sales personnel. Sales management. BUSINESS & ECONOMICS > Sales & Selling > Management.
Online Access:	http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975

Table of Contents:

""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""