The Power of Sales Analytics, Lorimer, Sally E.

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Item specifics

Condition
Good: A book that has been read but is in good condition. Very minimal damage to the cover including ...
Book Title
The Power of Sales Analytics
ISBN
0985343648
EAN
9780985343644
Release Title
The Power of Sales Analytics
Artist
Lorimer, Sally E.
Brand
N/A
Colour
N/A
Category

About this product

Product Identifiers

Publisher
Zs Associates, Inc.
ISBN-10
0985343648
ISBN-13
9780985343644
eBay Product ID (ePID)
27038718225

Product Key Features

Subject
General
Publication Year
2015
Publication Name
Power of Sales Analytics
Language
English
Type
Textbook
Author
Sally E. Lorimer, Prabhakant Sinha, Andris A. Zoltners
Subject Area
Business & Economics
Format
Trade Paperback

Additional Product Features

Intended Audience
Scholarly & Professional
TitleLeading
The
Synopsis
Written by over 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources. The Power of Sales Analytics is edited by the founders of ZS Associates, Andris A. Zoltners and Prabhakant Sinha, who have personally consulted with more than 200 companies in over 20 countries, and business writer Sally E. Lorimer. As experts in the field of sales analytics, the editors have helped the sales leaders of Fortune 500 companies, as well as smaller entrepreneurial businesses, tap into the power of analytics to enable smarter sales strategies, support more efficient operations, facilitate more effective execution, and ultimately drive results. They are also coauthors of numerous academic articles and books on sales force management, including Building a Winning Sales Force, Accelerating Sales Force Performance, Sales Force Design for Strategic Advantage, The Complete Guide to Sales Force Incentive Compensation, and Building a Winning Sales Management Team. In addition to cofounding ZS Associates, Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management, and Sinha is a former Kellogg faculty member. Both continue to teach sales executives Zoltners at Kellogg and Sinha at the Indian School of Business and the Gordon Institute of Business Science in South Africa. ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology, and software. For more than 30 years, ZS has helped companies across a range of industries deliver greater impact through their sales and marketing investments and operations.

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