| Record ID | marc_nuls/NULS_PHC_180925.mrc:61580213:2709 |
| Source | marc_nuls |
| Download Link | /show-records/marc_nuls/NULS_PHC_180925.mrc:61580213:2709?format=raw |
LEADER: 02709cam 22004574a 4500
001 9919976060001661
005 20150423123805.0
008 081204s2009 nyua 001 0 eng
010 $a 2008049520
015 $aGBA8D7168$2bnb
016 7 $a014845572$2Uk
020 $a9780814410400
020 $a0814410405
029 1 $aAU@$b000043663152
035 $a(CSdNU)u351788-01national_inst
035 $a(OCoLC)227033817
035 $a(OCoLC)227033817
035 $a(OCoLC)227033817
040 $aDLC$cDLC$dUKM$dBTCTA$dBAKER$dYDXCP$dC#P$dBWX$dCDX
049 $aCNUM
050 00 $aHF5438.4$b.Z648 2009
082 00 $a658.8/102$222
100 1 $aZoltners, Andris A.
245 10 $aBuilding a winning sales force :$bpowerful strategies for driving high performance /$cAndris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.
260 $aNew York :$bAMACOM,$cc2009.
300 $ax, 486 p. :$bill. ;$c24 cm.
500 $aIncludes index.
505 0 $aThe dimensions and drivers of a winning sales force -- Achieving sales force excellence -- Sales strategies that win with customers -- Sizing your sales force for long-term success -- Structuring your sales force for efficiency and effectiveness -- Designing sales territories for maximum success -- Sales force recruiting : winning the war for talent -- Developing more effective training programs -- How to create a winning sales force culture -- The right sales manager : a key to sales force success -- Using information technology to enhance sales -- How sales force incentives can drive results -- Setting fair and realistic goals to motivate your sales force -- Staying on track through better sales force performance management -- Preventing sales force complacency : the silent killer of sales effectiveness -- Adapting a sales strategy to meet new challenges -- Allocating sales resources to maximize results -- Retaining successful salespeople -- Achieving better sales and marketing alignment -- The GE story: improving sales force effectiveness across businesses.
650 0 $aSales management.
650 0 $aSales personnel.
700 1 $aSinha, Prabhakant.
700 1 $aLorimer, Sally E.
938 $aBaker and Taylor$bBTCP$nBK0007790706
938 $aBaker & Taylor$bBKTY$c34.95$d26.21$i0814410405$n0007790706$sactive
938 $aYBP Library Services$bYANK$n2838218
938 $aBlackwell Book Service$bBBUS$nR2767084$c$34.95
938 $aCoutts Information Services$bCOUT$n8457922$c34.95 USD
947 $fSOBM-MKT$hCIRCSTACKS$p$30.06$q1
949 $aHF 5438.4 .Z648 2009$i31786102359475
994 $a92$bCNU
999 $aHF 5438.4 .Z648 2009$wLC$c1$i31786102359475$lCIRCSTACKS$mNULS$rY$sY $tBOOK$u4/14/2009