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100   $a20040811d1990      my             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt$2rdacontent
182   $cc$2rdamedia
183   $acr$2rdacarrier
200 10$aEffective sales management $ehow to build a winning sales team /$fTom Johnson
210  1$aLos Altos, Calif. :$cCrisp,$d1990.
215   $a1 online resource (94 pages)
311 0 $a1-56052-031-0 
327   $a""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""ABOUT THE SERIES""; ""TABLE OF CONTENTS""; ""SECTION I What Sales Management Is All About""; ""SETTING YOUR OBJECTIVES""; ""TEN QUALITIES OF A WINNING SALES MANAGER""; ""SELF-TEST: BECOMING A SALES MANAGER""; ""WHAT SUCCESSFUL SALES MANAGERS DO""; ""WHAT SUCCESSFUL SALES MANAGERS DON'T DO""; ""TIME MANAGEMENT""; ""AM I RIGHT FOR SALES MANAGEMENT?""; ""SELF-ASSESSMENT: SALES MANAGEMENT SKILLS""; ""SECTION II Recruiting""; ""BEGINNING YOUR SEARCH""; ""SELECTING YOUR SALES TEAM: EXERCISE""; ""CONDUCTING THE INTERVIEW""
327   $a""EVALUATING CANDIDATES"" ""HIRING AND THE LAW""; ""MAKING THE HIRING DECISION""; ""MAKING THE OFFER""; ""CASE STUDY #1 THE TURNOVER DILEMMA""; ""CHECKING REFERENCES""; ""SECTION III Training""; ""GETTING OFF TO A GOOD START""; ""PUTTING YOUR TRAINING PLAN TOGETHER""; ""KEYS TO TRAINING SALESPEOPLE""; ""A TWO DAY TRAINING PROGRAM""; ""EXERCISE: TRAINING SALESPEOPLE""; ""RATE YOURSELF AS A SALES TRAINER""; ""TRAINING NEVER ENDS""; ""SECTION IV Motivating and Managing Salespeople""; ""POSITIVE MOTIVATION""; ""SET A GOOD EXAMPLE""; ""CONCENTRATE ON PRODUCTIVITY""; ""PROSPECTING""; ""CLOSING""
327   $a""HOW TO SUSTAIN HIGH PERFORMANCE"" ""SALES MANAGER'S TROUBLESHOOTING GUIDE""; ""SELF ASSESSMENT""; ""FOSTERING A HIGH PRODUCTIVITY ENVIRONMENT""; ""QUOTAS AND INCENTIVES 1""; ""QUOTAS AND INCENTIVES 2""; ""SECTION V Evaluating Your Sales Team""; ""COMMUNICATION""; ""HOW TO CONDUCT A PERFORMANCE APPRAISAL""; ""A PERFORMANCE APPRAISAL CHECK LIST FOR MANAGERS""; ""I PERSONAL PREPARATION""; ""II CONDUCTING THE APPRAISAL DISCUSSION""; ""III CLOSING THE DISCUSSION""; ""IV POST-APPRAISAL FOLLOW UP""; ""FOLLOWING UP: THREE SUGGESTIONS""; ""TWO KEYS TO SUPERIOR PERFORMANCE""
327   $a""RECOGNIZING AND ADDRESSING PROBLEMS"" ""COMPENSATION GUIDELINES""; ""Cash""; ""Non cash""; ""Incentives""; ""Rewarding Veterans: a Special Case""; ""CORRECTING/ADJUSTING COMPENSATION""; ""Mistakes:""; ""TERMINATIONS""; ""SECTION VI Some Final Thoughts""; ""SOME FINAL THOUGHTS""; ""MOVING FROM SUCCEED TO EXCEL""; ""YOUR ATTITUDE CAN MOVE YOU TO GREATNESS""; ""VOICE OF EXPERIENCE""; ""REWARDS FOR TOP ACHIEVERS""; ""SELF-ASSESSMENT:""; ""DEVELOP A PERSONAL ACTION PLAN""; ""GROWING AS A SALES MANAGER""; ""THE PERFECT SALES MANAGER""
606   $aSales management
606   $aSelling
615  0$aSales management.
615  0$aSelling.
700   $aJohnson$b Tom$0721690
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910777334403321
996   $aEffective sales management$93742791
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