The new sales manager [[electronic resource] ] : challenges for the 21st century / / Walter Vieira
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| Autore: |
Vieira Walter <1938->
|
| Titolo: |
The new sales manager [[electronic resource] ] : challenges for the 21st century / / Walter Vieira
|
| Pubblicazione: | Los Angeles, : Response Books, 2007 |
| Edizione: | 2nd ed. |
| Descrizione fisica: | 1 online resource (204 p.) |
| Disciplina: | 658.8/1 |
| 658.81 | |
| Soggetto topico: | Sales management |
| Management | |
| Note generali: | Description based upon print version of record. |
| Nota di contenuto: | 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 |
| 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 | |
| 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 anecdotes. and caselets to match the changes in the business environment. |
| Titolo autorizzato: | The new sales manager |
| ISBN: | 93-5150-022-5 |
| 1-281-96550-2 | |
| 9786611965501 | |
| 81-7829-984-4 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910782426603321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |