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Record Nr. |
UNINA9910678513103321 |
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Autore |
Miller William <1955-> |
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Titolo |
ProActive sales management : how to lead, motivate, and stay ahead of the game / / William "Skip" Miller [[electronic resource]] |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2001 |
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ISBN |
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Descrizione fisica |
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1 online resource (xvi, 239 p. ) : ill. ; |
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Disciplina |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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; Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager ; 1 -- ; Chapter 2 Sales Cultures and the Ability to Communicate Them ; 25 -- ; Chapter 3 Manage the Right Things--Time and People ; 43 -- ; Chapter 4 Finding and Recruiting the Best Sales Team ; 65 -- ; Chapter 5 Corrective Action ; 129 -- ; Chapter 6 ProActive Management Skills ; 145 -- ; Chapter 7 If You Can't Measure It, Why Do It? ; 167 -- ; Chapter 8 Territory Planning, Compensation, and Rewards ; 189 -- ; Chapter 9 Sales Meetings ; 213 -- ; Chapter 10 Create the ProActive Action Plan ; 221. |
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