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The Effect of Solution Transition on Steering the Sales Force

The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm's sales force. Sales are;

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International Sales Steering by Result Framing

outlook for current sales steering - as it is practiced in many companies acting on an international scale - is rather bleak and why this highly;

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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Transition away from solution sales Leverage the power of micromarkets Introduce tiebreaker selling and consensus selling Motivate your sales;

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7 Steps to Sales Force Transformation

from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a;

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Accelerating Sales Force Effectiveness through Cultural Change

that focuses on accelerating sales force performance, are proven to be quite significant in increased revenue and profitability. The transition;

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Compensating the Sales Force, Third Edition

Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many things-and how;

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Pricing and the Sales Force

: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value;

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Pricing and the Sales Force

: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value;

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The Complete Guide to Accelerating Sales Force Performance

; technology; sales territory design; goal setting; and performance management. This is a basic guide for one of the most basic pressures on sales;

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Building a Winning Sales Force Powerful Strategies for Driving High Performance

solutions to many of the most common issues faced by today's sales organizations. Sales force effectiveness drives every company's success, but;

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Sales Force Leadership

help you develop new and innovative approaches for application in the workplace. Sales managers are usually highly competent sales people who;

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Sales Force Design for Strategic Advantage

includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy;

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Sales Force Design For Strategic Advantage

includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy;

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Sales and Distribution Management

industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel;

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Leading the Sales Force

in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales;

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The Complete Guide to Accelerating Sales Force Performance

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force. Every;

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Sales Management

A sales force is no better than its management - and Sales Management supplies the tools sales executives need to inspire their sales;

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Zero-Turnover Sales Force

There's no question about it! Sales force turnover can be disastrous to the financial health of an organization, whatever its size;

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Sales Force Management

The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer;

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Dalrymples Sales Management

Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues;

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Cracking the Sales Management Code

Boost sales results by zeroing in on the metrics that matter most Sales may be an art, but sales management is a science. Cracking the;

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Contemporary Sales Force Management

sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale;

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Contemporary Sales Force Management

sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale;

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The New Solution Selling

This book presents the powerful and proven Solution Selling[registered] process, updated for today's high-speed, higher-pressure sales;

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Management of a Sales Force

-to-read manner, making Management of A Sales Force, 12e by far the most current sales management textbook on the market.;

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Management of a Sales Force

-to-read manner, making Management of A Sales Force, 12e by far the most current sales management textbook on the market.;

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Management of a Sales Force (Int'l Ed)

-to-read manner, making Management of A Sales Force, 12e by far the most current sales management textbook on the market.;

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