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00000cam a2200000 7i4500 |
| 001 |
0000070165 |
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20110301093000.0 |
| 008 |
110206s2009 nyu eng |
| 020 |
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|a 0814410421 (electronic bk.)
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| 020 |
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|a 9780814410400
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| 020 |
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|a 9780814410424 (electronic bk.)
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| 090 |
0 |
0 |
|a HF5438.4
|b .Z648 2009
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| 100 |
1 |
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|a Zoltners, Andris A. ,
|e author
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| 245 |
1 |
0 |
|a Building a winning sales force [electronic resource] :
|b powerful strategies for driving high performance
|c Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
|
| 260 |
|
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|a New York :
|b AMACOM ,
|c c2009
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| 300 |
|
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|a 1 online resource (x, 486 p.) :
|b ill
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| 500 |
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|a Description based on print version record
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| 500 |
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|a Includes index
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| 505 |
0 |
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|a 1. The dimensions and drivers of a winning sales force -- 2. Achieving sales force excellence -- 3. Sales strategies that win with customers -- 4. Sizing your sales force for long-term success -- 5. Structuring your sales force for efficiency and effectiveness -- 6. Designing sales territories for maximum success -- 7. Sales force recruiting : winning the war for talent -- 8. Developing more effective training programs -- 9. How to create a winning sales force culture -- 10. The right sales manager : a key to sales force success -- 11. Using information technology to enhance sales -- 12. How sales force incentives can drive results -- 13. Setting fair and realistic goals to motivate your sales force -- 14. Staying on track through better sales force performance management -- 15. Preventing sales force complacency : the silent killer of sales effectiveness -- 16. Adapting a sales strategy to meet new challenges -- 17. Allocating sales resources to maximize results -- 18. Retaining successful salespeople -- 19. Achieving better sales and marketing alignment -- 20. The GE story: improving sales force effectiveness across businesses
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| 650 |
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0 |
|a Sales management
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| 650 |
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0 |
|a Sales personnel
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| 700 |
1 |
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|a Lorimer, Sally E. ,
|e author
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| 700 |
1 |
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|a Sinha, Prabhakant ,
|e author
|
| 856 |
4 |
0 |
|3 NetLibrary
|u http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=262337
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| 999 |
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|a 1000136639
|b Electronic Resource
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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