LEADER 04446nam 2200673 a 450 001 9910451068903321 005 20200520144314.0 010 $a1-281-28444-0 010 $a9786611284442 010 $a0-470-18748-4 035 $a(CKB)1000000000404962 035 $a(EBL)335709 035 $a(OCoLC)437204768 035 $a(SSID)ssj0000196886 035 $a(PQKBManifestationID)11169323 035 $a(PQKBTitleCode)TC0000196886 035 $a(PQKBWorkID)10154375 035 $a(PQKB)10214216 035 $a(MiAaPQ)EBC335709 035 $a(Au-PeEL)EBL335709 035 $a(CaPaEBR)ebr10295872 035 $a(CaONFJC)MIL128444 035 $a(EXLCZ)991000000000404962 100 $a20070322d2008 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aManaging for sales results$b[electronic resource] $ea fast-action guide for finding, coaching, and leading salespeople /$fRon Marks 210 $aHoboken, N.J. $cJohn Wiley & Sons$dc2008 215 $a1 online resource (223 p.) 300 $aDescription based upon print version of record. 311 $a0-470-17327-0 327 $aMANAGING for SALES RESULTS: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople; Contents; Foreword; Acknowledgments; Introduction; Chapter 1: Sales Management versus Sales Leadership; THE FORMER-MIDDLE-MANAGER CHALLENGE; THE NINE CHARACTERISTICS OF LEADING SALES MANAGERS; THE COST OF SALES TEAM TURNOVER; Chapter 2: Building an Effective, Performance-Dedicated Team; CLEARLY DEFINE WHAT YOU WANT IN A SALES PROFESSIONAL; OUTLINE THE BEHAVIORAL STYLES YOU HAVE SEEN IN SUCCESSFUL PEOPLE; REALIZE WHAT SALESPEOPLE WANT FROM YOUR COMPANY; COMPENSATING YOUR SALES FORCE EFFECTIVELY 327 $aBENEFITSSOURCES FOR RECRUITING NEW SALESPEOPLE; SUMMARY; Chapter 3: Results-Targeted Interviewing and Hiring; THE COMMON DENOMINATORS OF A SUCCESSFUL SALES HIRING INTERVIEW; FIRST INTERVIEW: FOCUS THE DISCUSSION ON THE CANDIDATES; SECOND INTERVIEW: SELL YOUR OPPORTUNITY; THIRD INTERVIEW: CONDUCT A PANEL REVIEW AND PROVIDE A DAY IN THE LIFE; GAINING A COMMITMENT UPON HIRING; A SALESPERSON'S FIRST FEW DAYS; SUMMARY; Chapter 4: Training Your Sales Organization to Produce Superior Results Consistently; WHEN SHOULD YOU TRAIN?; CREATING AND MANAGING YOUR TRAINING PROGRAM 327 $aSIX STEPS TO AN EFFECTIVE, RESULTS-ORIENTED TRAINING PROGRAMSUMMARY; Chapter 5: How to Run Sales Meetings that Matter; THE ESSENTIAL INGREDIENT IN EVERY SALES MEETING; WHAT'S THE PROBLEM WITH MEETINGS?; THE NINE-STEP CHECKLIST TO HOLDING GREAT SALES MEETINGS; HOW TO DELIVER AN EFFECTIVE PRESENTATION; TELECONFERENCES AND WEB-BASED CONFERENCES; YOUR DEFINING MOMENT AS A SALES MANAGER; SALES MEETING CHECKLIST; SUMMARY; Chapter 6: Motivating and Counseling Your Sales Force; TRY THIS CASE EXERCISE; EIGHT STEPS TO A MOTIVATED SALES ORGANIZATION; A MANAGER'S DUTY WHEN A STRONG SALESPERSON SLUMPS 327 $aSALES CONTESTS AND INCENTIVESWHAT REALLY MOTIVATES YOUR SALESPEOPLE?; SUMMARY; Chapter 7: Handling Terminations Easier and Better; WHEN IT'S TIME TO LET GO...; WHAT IF IT'S JUST A PLATEAU?; WHEN YOU HAVE NO OTHER CHOICE; THE STRATEGIC TERMINATION AND ELEMENTS OF THE EXIT INTERVIEW; MAKING A PREEMPTIVE STRIKE; SUMMARY; In Conclusion 330 $aThis book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects. 606 $aSales management 606 $aManagement 606 $aSales personnel$xRecruiting 606 $aSelling 606 $aIndustrial relations 608 $aElectronic books. 615 0$aSales management. 615 0$aManagement. 615 0$aSales personnel$xRecruiting. 615 0$aSelling. 615 0$aIndustrial relations. 676 $a658.3/044 700 $aMarks$b Ron$f1961-$0903355 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910451068903321 996 $aManaging for sales results$92019516 997 $aUNINA