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010   $a1-281-96550-2
010   $a9786611965501
010   $a81-7829-984-4
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035   $a(EBL)409074
035   $a(OCoLC)476231119
035   $a(SSID)ssj0000210742
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035   $a(PQKBTitleCode)TC0000210742
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100   $a20070425d2007      uy             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 14$aThe new sales manager$b[electronic resource] $echallenges for the 21st century /$fWalter Vieira
205   $a2nd ed.
210   $aLos Angeles $cResponse Books$d2007
215   $a1 online resource (204 p.)
300   $aDescription based upon print version of record.
311   $a0-7619-3603-3 
327   $aCover; 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 Control
327   $aAppraising 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 Author
330   $aThe 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.
606   $aSales management
606   $aManagement
615  0$aSales management.
615  0$aManagement.
676   $a658.8/1
676   $a658.81
700   $aVieira$b Walter$f1938-$01485412
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910782426603321
996   $aThe new sales manager$93850123
997   $aUNINA