Building a Winning Sales Management Team: The Force Behind the Sales Force

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9780985343606: Building a Winning Sales Management Team: The Force Behind the Sales Force

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don t get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

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Zoltners, Andris A
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ISBN 10 : 0985343605 ISBN 13 : 9780985343606
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Description du livre ZS Associates, Inc., 2016. Paperback. État : New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. N° de réf. du libraire ria9780985343606_lsuk

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Dr Andris A Zoltners
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Description du livre Zs Associates, Inc., 2012. HRD. État : New. New Book.Shipped from US within 10 to 14 business days.THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. N° de réf. du libraire IP-9780985343606

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Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.
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Zoltners, Andris A.
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Dr Andris A Zoltners, Prabhakant Sinha, Sally E Lorimer
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Description du livre Zs Associates, Inc., United States, 2012. Hardback. État : New. 236 x 158 mm. Language: English . Brand New Book ***** Print on Demand *****. First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don t get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance. N° de réf. du libraire APC9780985343606

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Dr Andris A Zoltners, Prabhakant Sinha, Sally E Lorimer
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ISBN 10 : 0985343605 ISBN 13 : 9780985343606
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Description du livre Zs Associates, Inc., United States, 2012. Hardback. État : New. 236 x 158 mm. Language: English . Brand New Book ***** Print on Demand *****.First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don t get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance. N° de réf. du libraire APC9780985343606

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Andris A Zoltners,Prabhakant Sinha,Sally E Lorimer
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Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.
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Dr Andris A Zoltners; Prabhakant Sinha; Sally E Lorimer
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Description du livre État : New. This item is Print on Demand - Depending on your location, this item may ship from the US or UK. N° de réf. du libraire POD_9780985343606

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