Suche books:   





• The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
Andris A. Zoltners, Prabhakant Sinha, ...

AMACOM, 2001 - 496 pages

average customer review:based on 6 reviews
view larger image
 for more information click here

   highly recommended  highly recommended





Not Enough Stars for this Masterpiece!

Whewie! I had many reservations about buying this book. The previous reviews made me skeptical, especially when I looked at the price tag and acknowledged the fact that I was going to bleed to death reading a blah-blah boring has-been couple of spineless professors rant about their lame memoirs and anecdotes lazily collected by one of their pet clones.

To be precise, this book was written by two of the most influential consultants, professors and businessmen in the world. They worked with sales forces and represented companies of all sizes, in addition to being 'team-driven' by their own successful consultancy spanning thirty years.

In many instances, they gained from the output of academia and collaborated their research with students associated from the prestigious Northwestern's J.K. Kellogg Graduate School of Management.

This book has foundation, structure, conceptual analysis and excellent ideas for any student, manager-in-training or business executive who is trying to avoid the "art of selling" or "quick buck motivational" 'diaper-training series' collections (sold at newsstands everywhere).

There are chapters from other excellent contributors related to Internet Strategies, Market Strategy and Segmentation. I found the material to be factual, concise and thoughtful.

This is a rare book written about sales forces. Sales forces are the life-blood of ANY company. Your ability to communicate with people will increase your power, wealth and happiness. A sales force can easily become 'unruly beasts' because the sales force are people dealing with people. Great sales managers must understand CONCEPTS about how to FOCUS, CHANNEL and DISCIPLINE people without disrupting profitability...AND LOSING GREAT PEOPLE!!!

"The Complete Guide to Accelerating Sales Force Performance provides education the way a textbook does, but it also provides guidance. It advises, similar to a manager's manual, and it seeks to provide the sales manager with an understanding of the entire sales force system by presenting frameworks for sales force design and performance enhancement."

Buckle Up! This book contains "all muscle and no fat." It is a mental and physical exercise book that requires considerable attention. "The quality of the selling organization has a direct effect on a company's sales and profitability." Now, time for me to mold my sales force into terrific shape. :)



 for more information click here


A Valuable Reference for Strategic Sales Management

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.









 for more information click here


A Good Read!

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.


 for more information click here






Great Sales Force Reference

This was the required text for my Sales Force Management MBA class, and I found it to be a very thorough and practical reference. I am almost certain I will refer back to it in the future.


A Good Read!

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.


 for more information click here


reviews: page 1, 2



Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.

The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as:

Culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.

Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.


 for more information click here



hot or not?    What's your opinion?     Write a review and share your thoughts!



recommendations

Sales Books of Interest 1
Business must haves
Old Sales Books




complete

The Simpsons : A Complete Guide to Our Favorite Family
The Complete Little House Nine-Book Set (Little House)
How to Grill: The Complete Illustrated Book of Barbecue Techniques
The Complete Calvin and Hobbes (Calvin & Hobbes)
Harry Potter and the Prisoner of Azkaban



sales

Harry Potter and the Goblet of Fire (Book 4)
The Ultimate Hitchhiker's Guide
The Lost Boy: A Foster Child's Search for the Love of a Family
Final Gifts: Understanding the Special Awareness, Needs, and ...
The Code Book: The Secret History of Codes and Code-breaking



guide

Kaplan GRE Exam 2009 Premier Program (w/ CD-ROM) (Kaplan Gre Exam ...
StrengthsFinder 2.0: A New and Upgraded Edition of the Online Test ...
The Power of Now: A Guide to Spiritual Enlightenment
The Official Guide for GMAT Review, 11th Edition
Publication Manual of the American Psychological Association



search for books
complete guide, accelerating, complete, force, guide, more, performance, sales

Impressum / about us


Suche books: