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Effective sales management [[electronic resource] ] : how to build a winning sales team / / Tom Johnson
| Effective sales management [[electronic resource] ] : how to build a winning sales team / / Tom Johnson |
| Autore | Johnson Tom |
| Pubbl/distr/stampa | Los Altos, Calif., : Crisp, c1990 |
| Descrizione fisica | 1 online resource (94 p.) |
| Soggetto topico |
Sales management
Selling |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-4175-2436-7 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910449738903321 |
Johnson Tom
|
||
| Los Altos, Calif., : Crisp, c1990 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Effective sales management : how to build a winning sales team / / Tom Johnson
| Effective sales management : how to build a winning sales team / / Tom Johnson |
| Autore | Johnson Tom |
| Pubbl/distr/stampa | Los Altos, Calif. : , : Crisp, , 1990 |
| Descrizione fisica | 1 online resource (94 pages) |
| Soggetto topico |
Sales management
Selling |
| ISBN | 1-4175-2436-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910777334403321 |
|
Johnson Tom
|
||
| Los Altos, Calif. : , : Crisp, , 1990 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Effective sales management : how to build a winning sales team / / Tom Johnson
| Effective sales management : how to build a winning sales team / / Tom Johnson |
| Autore | Johnson Tom |
| Pubbl/distr/stampa | Los Altos, Calif. : , : Crisp, , 1990 |
| Descrizione fisica | 1 online resource (94 pages) |
| Soggetto topico |
Sales management
Selling |
| ISBN | 1-4175-2436-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910816022603321 |
|
Johnson Tom
|
||
| Los Altos, Calif. : , : Crisp, , 1990 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Looking at Numbers / / by Tom Johnson, Franck Jedrzejewski
| Looking at Numbers / / by Tom Johnson, Franck Jedrzejewski |
| Autore | Johnson Tom |
| Edizione | [1st ed. 2014.] |
| Pubbl/distr/stampa | Basel : , : Springer Basel : , : Imprint : Birkhäuser, , 2014 |
| Descrizione fisica | 1 online resource (126 p.) |
| Disciplina | 513.5 |
| Soggetto topico |
Graph theory
Mathematics Graph Theory Mathematics, general Mathematics in Music |
| ISBN | 3-0348-0554-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- 1. Permutations -- 1.1 Symmetric Group -- 1.2 Bruhat Order -- 1.3 Euler Characteristic -- 1.4 Group Action -- 1.5 Permutohedra and Cayley Graphs -- 1.6 Coxeter Groups -- 1.7 Homometric Sets -- 2. Sums -- 2.1 Integer Partitions -- References -- 3. Subsets -- 3.1 Combinatorial Designs -- 4 Kirkman’s Ladies, a Combinatorial Design -- 4.1 Steiner and Kirkman Systems -- 5. Twelve -- 5.1 (12,4,3) -- 6. (9,4,3) -- 6.1 Decomposition of Block Designs -- 7. 55 Chords -- 7.1 Chords and Designs.-8. Clarinet Trio -- 8.1 Strange Fractal Sequences -- 9. Loops -- 9.1 Self-Replicating Melodies -- 9.2 Rhythmic Canons.-10. Juggling -- 10.1 Juggling, Groups, and Braids -- 11. Unclassified -- 11.1 Some Other Designs -- A Figures -- References. |
| Record Nr. | UNINA-9910768441703321 |
|
Johnson Tom
|
||
| Basel : , : Springer Basel : , : Imprint : Birkhäuser, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||