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Transforming your sales force for the 21st century: the how-to guide for distributors and dealers who want to survive and thrive

Author: Kahle, Dave Publisher: DaCo, 2007.Edition: 2nd ed.Language: EnglishDescription: 183 p. : Graphs ; 23 cm.ISBN: 0972928901Type of document: Book
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438.4 .K34 2007
(Browse shelf)
001209414
Available 001209414
Total holds: 0

Digitized

Transforming Your Sales Force for the 21st Century The How-To Guide for Distributors and Dealers Who Want to Survive and Thrive Table of Contents 1. Introduction .......................................................................... 1 2. Why should the sales force of the future be any different than today's?....................................................................... 5 3. What might the future sales force look like?...................... 17 4. See it as a system.............................................................. 25 5. Initiative number one: Create new measurements............................................... 35 6. Initiative number two: Study your customers...................................................... 61 7. Initiative number three: Demote some customers.................................................. 75 8. Initiative number four: Consider sales specialists................................................ 85 9. Initiative number five: Create specific expectations............................................ 97 10. Initiative number six: Revise your sales compensation plan ........................... 105 11. Initiative number seven: Take the next step in sales force automation................. 113 12. Initiative number eight: Instill effective sales management practices.................. 123 13. Initiative number nine: Train your people in the basics ................................ 133 14. Initiative number ten: Encourage the quest for mastery.............................. 147 15. Initiative number eleven: Regularly replace the reticent................................... 159 16. Where to from here?....................................................... 169 17. Resources to help you ................................................... 175

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