02923nam 2200565Ia 450 991078242660332120230721004025.093-5150-022-51-281-96550-2978661196550181-7829-984-4(CKB)1000000000579660(EBL)409074(OCoLC)476231119(SSID)ssj0000210742(PQKBManifestationID)11201485(PQKBTitleCode)TC0000210742(PQKBWorkID)10290959(PQKB)10385630(MiAaPQ)EBC409074(EXLCZ)99100000000057966020070425d2007 uy 0engur|n|---|||||txtccrThe new sales manager[electronic resource] challenges for the 21st century /Walter Vieira2nd ed.Los Angeles Response Books20071 online resource (204 p.)Description based upon print version of record.0-7619-3603-3 Cover; Contents; Preface; Acknowledgements; Th e Trauma of Promotion; From Caterpillar to Butterfly; Serious Deficiencies of Salesmen; A Difficult and Challenging Job; Comparative Analysis-Top Problems in Sales Force Management; Qualities Liked and Disliked; Attributes for Success; Managing the Job; Managing Time; Key Role in Corporate Planning; The Planning Process; Selecting and Recruiting Salesmen; Focused Salesmen Training; Planning the Itinerary; Effective Communication; Beyond Words; Written Reports; Making Meetings Work; Morale and Motivation; Effective ControlAppraising and Developing SalesmenDiscussing the Appraisal; The Salesman Who Won't Improve; Common Errors; A Focus on Ethics; Values and the Sales Manager; Age of Networking and Cooperation; The Sales Manager in the 21st Century; Ten Commandments; Sample Forms; About the AuthorThe second edition of The New Sales Manager is an enormously useful. book that provides practical advice and a sound foundation in sales management. to young managers. It is also an interesting, quick revision for senior sales. managers who want to revisit the theory of sales management, in a painless, and. perhaps, entertaining way. Covering the entire range of functions of a sales manager, the book has been. thoroughly revised and includes plenty of illustrations, Real-life anecdotes. and caselets to match the changes in the business environment.Sales managementManagementSales management.Management.658.8/1658.81Vieira Walter1938-1485412MiAaPQMiAaPQMiAaPQBOOK9910782426603321The new sales manager3850123UNINA