Building a Winning Sales Force (Summary)
ebook ∣ Powerful Strategies for Driving High Performance
By Andris A. Zoltners
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getAbstract Summary: Get the key points from this book in less than 10 minutes.
To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors' technical rigor. The book also offers case studies that bring the authors' points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.
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Copyright © 2009 AMACOM, a division of American Management Association
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