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Autore: | Johnson Tom |
Titolo: | Effective sales management [[electronic resource] ] : how to build a winning sales team / / Tom Johnson |
Pubblicazione: | Los Altos, Calif., : Crisp, c1990 |
Descrizione fisica: | 1 online resource (94 p.) |
Soggetto topico: | Sales management |
Selling | |
Soggetto genere / forma: | Electronic books. |
Note generali: | Description based upon print version of record. |
Nota di contenuto: | ""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"" |
""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"" | |
""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"" | |
""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"" | |
Titolo autorizzato: | Effective sales management |
ISBN: | 1-4175-2436-7 |
Formato: | Materiale a stampa |
Livello bibliografico | Monografia |
Lingua di pubblicazione: | Inglese |
Record Nr.: | 9910449738903321 |
Lo trovi qui: | Univ. Federico II |
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