Andris A. Zoltners
Autor(a) de The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
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
The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force (2001) 25 exemplares
Building a Winning Sales Force: Powerful Strategies for Driving High Performance (2009) 10 exemplares
The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work (2006) 8 exemplares
Building a Winning Sales Force: Powerful Strategies for Driving High Performance (2009) 5 exemplares
Manual Completo Para Acelerar o Desempenho da Força de Vendas (Em Portuguese do Brasil) 2 exemplares
Sales Force Design for Strategic Advantage 1 exemplar
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Estatísticas
- Obras
- 13
- Membros
- 67
- Popularidade
- #256,179
- Avaliação
- 3.0
- Críticas
- 1
- ISBN
- 20
- Línguas
- 1
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)