MARC Record

001 14616429
005 20070713111935.0
008 061030s2007    nyu f    001 0 eng  
010   $a  2006036401
020   $a0071476024 (alk. paper)$c$102.00
037   $bMIS$bBooks Unlimited
040   $aDLC$cDLC$dDLC
050 00$aHF5438.4$b.G78 2007
082 00$222$a658.8.01
100 1 $aGschwandtner, Gerhard
245 14$aThe essential sales management handbook :$bYour Secret Weapon to Success$cGerhard Gschwandtner.$hPaperback
260   $aNew York :$bMcGraw-Hill,$cc2007
300   $av, 278 p.$c25 cm.
500   $aIncludes index.$a25 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.

505 0 $aIntroduction: 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.
521   $aUniversitar
541   $d02-Jul-08$eNIR 2060
590   $aENG
650  0$aSales management$vHandbooks, manuals, etc.
650  0$aSales personnel$vHandbooks, manuals, etc.$xTraining of
650  0$amanagementul vanzarilor
650  0$avanzari
650  0$apersonal
852   $90$bSala de lectura 1$cMIS$kREG$p030200$t1$zArrived$iGSC$h3852$cStudent$qExc
856 41$3Table of contents only 
856 41$uhttp://www.loc.gov/catdir/toc/ecip074/2006036401.html
856 42$3Contributor biographical information 
856 42$uhttp://www.loc.gov/catdir/enhancements/fy0702/2006036401-b.
      html
856 42$3Publisher description 
856 42$uhttp://www.loc.gov/catdir/enhancements/fy0702/2006036401-d.
      html
856   $uhttp://www.loc.gov/cgi-bin/zgate?present+3244336+Default+1+
      1+M+1.2.840.10003.5.10+2+/cgi-bin/zgate%3fACTION%3dIN
      IT%26FORM_HOST_PORT%3d/prod/www/data/z3950/locils2.ht
      ml,z3950.loc.gov,7090$nLibrary of Congress
856   $uhttp://www.loc.gov/cgi-bin/zgate?present+3244336+Default+1+
      1+M+1.2.840.10003.5.10+2+/cgi-bin/zgate%3fACTION%3dIN
      IT%26FORM_HOST_PORT%3d/prod/www/data/z3950/locils2.ht
      ml,z3950.loc.gov,7090$nLibrary of Congress 
906   $a7$bcbc$corignew$d1$eecip$f20$gy-gencatlg
925 0 $aacquire$b2 shelf copies$xpolicy default
955   $asb39 2006-10-30$aaa19 2006-11-02$aps12 2007-03-15 1 copy rec'd., to CIP ver.$alk53 2007-07-13 copy 2 added$esb21 2006-11-01 to Dewey$fpv17 2007-03-19 CIP ver to BCCD$isb39 2006-10-30