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[null,"1.","Record Nr.",null,"UNINA9910782426603321"]
[null,null,"Autore",null,"Vieira Walter <1938->"]
[null,null,"Titolo",null,"The new sales manager [[electronic resource] ] : challenges for the 21st century / / Walter Vieira"]
[null,null,"Pubbl/distr/stampa",null,"Los Angeles, : Response Books, 2007"]
[null,null,"ISBN",null,"93-5150-022-5"]
[{"$nulls":4},"1-281-96550-2"]
[{"$nulls":4},"9786611965501"]
[{"$nulls":4},"81-7829-984-4"]
[null,null,"Edizione",null,"[2nd ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (204 p.)"]
[null,null,"Disciplina",null,"658.8/1"]
[{"$nulls":4},"658.81"]
[null,null,"Soggetti",null,"Sales management"]
[{"$nulls":4},"Management"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,"Nota di contenuto",null,"Cover; Contents; Preface; Acknowledgements; Th e Trauma of Promotion; From Caterpillar to Butterfly; Serious Deficiencies of Salesmen; A Difficult and Challenging Job; Comparative Analysis-Top Problems in Sales Force Management; Qualities Liked and Disliked; Attributes for Success; Managing the Job; Managing Time; Key Role in Corporate Planning; The Planning Process; Selecting and Recruiting Salesmen; Focused Salesmen Training; Planning the Itinerary; Effective Communication; Beyond Words; Written Reports; Making Meetings Work; Morale and Motivation; Effective Control"]
[{"$nulls":4},"Appraising 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"]
[null,null,null,"Sommario/riassunto","The 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 "]
[{"$nulls":4},"anecdotes. and caselets to match the changes in the business environment."]