Andris A. Zoltners
Autor von The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
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Andris A. Zoltners is a Professor of Marketing at the Kellogg School of Management at Northwestern University.
Werke von Andris A. Zoltners
The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force (2001) 25 Exemplare
Building a Winning Sales Force: Powerful Strategies for Driving High Performance (2009) 10 Exemplare
The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work (2006) 8 Exemplare
Sales Force Design for Strategic Advantage 1 Exemplar
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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.… (mehr)