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About the Author

Andris A. Zoltners is a Professor of Marketing at the Kellogg School of Management at Northwestern University.

Obras por Andris A. Zoltners

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This book is a very comprehensive and practical approach to managing a sales force. The authors do a fine job of articulating: Training, planning, motivation, and tracking positive results.
I really enjoyed the insight into the 5 Sales Effectiveness drivers. The concept is important for accountability and is basic, straightforward and easy to understand. This train of thought provides a good blueprint and structure for the Sales Manager who is willing to step back and reorganize. If a sales manager can accept working to change the organizational structure for the better, well, that's half the battle.
* Definer drivers - set up the organizational structure and salesperson roles.
* Sharper drivers - hiring, training, and coaching practices - affect salespeople directly.
* Enlightener, Exciter, and Controller drivers - affect the activities performed by the sales force.
I recommend this book as a good foundation for Management and Sales.
… (mais)
 
Assinalado
markdeo | May 12, 2009 |

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Estatísticas

Obras
13
Membros
67
Popularidade
#256,179
Avaliação
3.0
Críticas
1
ISBN
20
Línguas
1

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