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100   $a20000821d2001      uy             0
101 0 $aeng
135   $aurcn|||||||||
181   $ctxt
182   $cc
183   $acr
200 10$aProActive sales management $ehow to lead, motivate, and stay ahead of the game /$fWilliam "Skip" Miller$b[electronic resource]
210   $aNew York $cAMACOM$dc2001
215   $a1 online resource (xvi, 239 p. )$cill. ;
300   $aIncludes index.
311 1 $a0-8144-0545-2 
327   $gChapter 1$tProActive Sales Manager--Defining the New Breed of Sales Manager$g1 --$gChapter 2$tSales Cultures and the Ability to Communicate Them$g25 --$gChapter 3$tManage the Right Things--Time and People$g43 --$gChapter 4$tFinding and Recruiting the Best Sales Team$g65 --$gChapter 5$tCorrective Action$g129 --$gChapter 6$tProActive Management Skills$g145 --$gChapter 7$tIf You Can't Measure It, Why Do It?$g167 --$gChapter 8$tTerritory Planning, Compensation, and Rewards$g189 --$gChapter 9$tSales Meetings$g213 --$gChapter 10$tCreate the ProActive Action Plan$g221.
330 8 $aAnnotation$bAll sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales ... instead of adopting the new skills that will make them great managers. This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: regain control of their time -- create a proactive sales culture -- motivate a sales team -- manage to simple yet powerful metrics -- weed out failures quickly -- effectively coach and counsel up and down the sales organization -- measure not to revenue, but to the things that create revenue -- reduce reports to one sheet of paper and 10 minutes a week -- forecast more confidently -- manage the sales organization the way it should be managed.
606   $aSales management
615  0$aSales management.
676   $a658.8/1
700   $aMiller$b William$f1955-$0886436
801  0$bDLC
801  1$bDLC
801  2$bC#P
906   $aBOOK
912   $a9910678513103321
996   $aProActive sales management$92414538
997   $aUNINA
999   $aThis Record contains information from the Harvard Library Bibliographic Dataset, which is provided by the Harvard Library under its Bibliographic Dataset Use Terms and includes data made available by, among others the Library of Congress