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Title The Essential sales management handbook :
Your Secret Weapon to Success
Author(s) Gschwandtner, Gerhard
Local Call Num. 3852
ISBN 0071476024 (alk. paper)
Level Universitar
Pages v, 278 p.
Publishing Info New York : McGraw-Hill, c2007
Loan Type/Days REG-Regular / 4
Department S-Student
Media PBK-Paperback
Subjects Sales management--Handbooks, manuals, etc.
Sales personnel--Training of--Handbooks, manuals, etc.
managementul vanzarilor
vanzari
personal
 
Description 25 cm
Index p. 269-278
Cuprins:
Introduction: what makes an ideal manager? -- Hiring the best -- Testing potential candidates -- Training essentials -- Motivation strategies that work -- Making the most of sales meetings -- Understanding and using awards -- Incentive plans that boost performance -- Managing a variety of personalities -- Coaching your staff -- The essentials of team building -- Implementing an effective sales process -- Choosing and implementing effective crm technology -- A manager's guide to ethics -- The ins and outs of compensation -- Best practices in sales management -- Managing with psychology -- Navigating change management -- Above all, be a leader -- Success tips -- Test your skills.
Resources Library of Congress
Library of Congress