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Washington University - St. Louis - Fall 2012 | ||
Section 01 | ||
 | The Complete Guide to Accelerating Sales Force Performance by Andris A. Zoltners, Greggor A. Zoltners, Prabhakant Sinha Paperback, 496 Pages, Published 2001 ISBN-10: 0-8144-2014-1 / 0814420141 ISBN-13: 978-0-8144-2014-0 / 9780814420140 Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major compo | |