The Essential Sales Management Handbook

Your Secret Weapon to Success

Gerhard Gschwandtner - Collection Selling Power

282 pages, parution le 05/02/2007

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Résumé

At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring:

Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings
Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies
Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills
Powerful ideas, suggestions, real-life stories, and practices from successful companies

Sommaire

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

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Gerhard Gschwandtner
Collection	Selling Power
Parution	05/02/2007
Nb. de pages	282
Format	19,5 x 24,5
Couverture	Relié
Poids	698g
Intérieur	Noir et Blanc
EAN13	9780071476027
ISBN13	978-0-07-147602-7