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- catalog contributor b12118967.
- catalog contributor b12118968.
- catalog contributor b12118969.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description "Ch. 1. The Role of the Sales Force in the Go-to-Market Strategy -- Ch. 2. Sales Force Assessment and Strategy -- Ch. 3. Sizing the Sales Force for Strategic Advantage -- Ch. 4. Structuring the Sales Force for Strategic Advantage -- Ch. 5. Designing Sales Territories That Increase Sales -- Ch. 6. Recruiting the Best Salespeople -- Ch. 7. Training the Sales Force -- Ch. 8. The Critical Role of the First-Line Sales Manager -- Ch. 9. Motivating the Sales Force -- Ch. 10. Compensating for Results -- Ch. 11. Setting Effective Goals and Objectives -- Ch. 12. Precision Selling -- Ch. 13. Using Technology to Assist the Sales Force in Customer Relationship Management -- Ch. 14. Performance Management -- Ch. 15. Building a Potent Sales Force Culture.".
- catalog extent "xix, 474 p. :".
- catalog identifier "0814406505".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : AMACOM,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.4 .Z65 2001".
- catalog subject "Sales force management.".
- catalog subject "Sales management.".
- catalog subject "Sales personnel.".
- catalog tableOfContents "Ch. 1. The Role of the Sales Force in the Go-to-Market Strategy -- Ch. 2. Sales Force Assessment and Strategy -- Ch. 3. Sizing the Sales Force for Strategic Advantage -- Ch. 4. Structuring the Sales Force for Strategic Advantage -- Ch. 5. Designing Sales Territories That Increase Sales -- Ch. 6. Recruiting the Best Salespeople -- Ch. 7. Training the Sales Force -- Ch. 8. The Critical Role of the First-Line Sales Manager -- Ch. 9. Motivating the Sales Force -- Ch. 10. Compensating for Results -- Ch. 11. Setting Effective Goals and Objectives -- Ch. 12. Precision Selling -- Ch. 13. Using Technology to Assist the Sales Force in Customer Relationship Management -- Ch. 14. Performance Management -- Ch. 15. Building a Potent Sales Force Culture.".
- catalog title "The complete guide to accelerating sales force performance / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners.".
- catalog type "text".