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Title: The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners ISBN: 0-8144-0650-5 Publisher: AMACOM Pub. Date: 15 April, 2001 Format: Hardcover Volumes: 1 List Price(USD): $79.95 |
Average Customer Rating: 4.67 (3 reviews)
Rating: 4
Summary: A Good Read!
Comment: 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
Summary: A Valuable Reference for Strategic Sales Management
Comment: 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
Summary: An important book
Comment: 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.
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Title: Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William Skip Miller ISBN: 0814405452 Publisher: AMACOM Pub. Date: January, 2001 List Price(USD): $24.95 |
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Title: Sales Management by Robert J. Calvin ISBN: 007136434X Publisher: McGraw-Hill Trade Pub. Date: 12 December, 2000 List Price(USD): $29.95 |
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Title: Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis ISBN: 0071342532 Publisher: McGraw-Hill Trade Pub. Date: 15 January, 1999 List Price(USD): $24.95 |
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Title: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson ISBN: 0070523827 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1996 List Price(USD): $19.95 |
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Title: Compensating the Sales Force : A Practical Guide to Designing Winning Sales Compensation Plans by David J. Cichelli ISBN: 0071411887 Publisher: McGraw-Hill Trade Pub. Date: 18 August, 2003 List Price(USD): $34.95 |
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