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Managing for sales results [[electronic resource] ] : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks
| Managing for sales results [[electronic resource] ] : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks |
| Autore | Marks Ron <1961-> |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2008 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Sales management
Management Sales personnel - Recruiting Selling Industrial relations |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-28444-0
9786611284442 0-470-18748-4 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MANAGING for SALES RESULTS: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople; Contents; Foreword; Acknowledgments; Introduction; Chapter 1: Sales Management versus Sales Leadership; THE FORMER-MIDDLE-MANAGER CHALLENGE; THE NINE CHARACTERISTICS OF LEADING SALES MANAGERS; THE COST OF SALES TEAM TURNOVER; Chapter 2: Building an Effective, Performance-Dedicated Team; CLEARLY DEFINE WHAT YOU WANT IN A SALES PROFESSIONAL; OUTLINE THE BEHAVIORAL STYLES YOU HAVE SEEN IN SUCCESSFUL PEOPLE; REALIZE WHAT SALESPEOPLE WANT FROM YOUR COMPANY; COMPENSATING YOUR SALES FORCE EFFECTIVELY
BENEFITSSOURCES FOR RECRUITING NEW SALESPEOPLE; SUMMARY; Chapter 3: Results-Targeted Interviewing and Hiring; THE COMMON DENOMINATORS OF A SUCCESSFUL SALES HIRING INTERVIEW; FIRST INTERVIEW: FOCUS THE DISCUSSION ON THE CANDIDATES; SECOND INTERVIEW: SELL YOUR OPPORTUNITY; THIRD INTERVIEW: CONDUCT A PANEL REVIEW AND PROVIDE A DAY IN THE LIFE; GAINING A COMMITMENT UPON HIRING; A SALESPERSON'S FIRST FEW DAYS; SUMMARY; Chapter 4: Training Your Sales Organization to Produce Superior Results Consistently; WHEN SHOULD YOU TRAIN?; CREATING AND MANAGING YOUR TRAINING PROGRAM SIX STEPS TO AN EFFECTIVE, RESULTS-ORIENTED TRAINING PROGRAMSUMMARY; Chapter 5: How to Run Sales Meetings that Matter; THE ESSENTIAL INGREDIENT IN EVERY SALES MEETING; WHAT'S THE PROBLEM WITH MEETINGS?; THE NINE-STEP CHECKLIST TO HOLDING GREAT SALES MEETINGS; HOW TO DELIVER AN EFFECTIVE PRESENTATION; TELECONFERENCES AND WEB-BASED CONFERENCES; YOUR DEFINING MOMENT AS A SALES MANAGER; SALES MEETING CHECKLIST; SUMMARY; Chapter 6: Motivating and Counseling Your Sales Force; TRY THIS CASE EXERCISE; EIGHT STEPS TO A MOTIVATED SALES ORGANIZATION; A MANAGER'S DUTY WHEN A STRONG SALESPERSON SLUMPS SALES CONTESTS AND INCENTIVESWHAT REALLY MOTIVATES YOUR SALESPEOPLE?; SUMMARY; Chapter 7: Handling Terminations Easier and Better; WHEN IT'S TIME TO LET GO...; WHAT IF IT'S JUST A PLATEAU?; WHEN YOU HAVE NO OTHER CHOICE; THE STRATEGIC TERMINATION AND ELEMENTS OF THE EXIT INTERVIEW; MAKING A PREEMPTIVE STRIKE; SUMMARY; In Conclusion |
| Record Nr. | UNINA-9910451068903321 |
Marks Ron <1961->
|
||
| Hoboken, N.J., : John Wiley & Sons, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing for sales results [[electronic resource] ] : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks
| Managing for sales results [[electronic resource] ] : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks |
| Autore | Marks Ron <1961-> |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2008 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Sales management
Management Sales personnel - Recruiting Selling Industrial relations |
| ISBN |
1-281-28444-0
9786611284442 0-470-18748-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MANAGING for SALES RESULTS: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople; Contents; Foreword; Acknowledgments; Introduction; Chapter 1: Sales Management versus Sales Leadership; THE FORMER-MIDDLE-MANAGER CHALLENGE; THE NINE CHARACTERISTICS OF LEADING SALES MANAGERS; THE COST OF SALES TEAM TURNOVER; Chapter 2: Building an Effective, Performance-Dedicated Team; CLEARLY DEFINE WHAT YOU WANT IN A SALES PROFESSIONAL; OUTLINE THE BEHAVIORAL STYLES YOU HAVE SEEN IN SUCCESSFUL PEOPLE; REALIZE WHAT SALESPEOPLE WANT FROM YOUR COMPANY; COMPENSATING YOUR SALES FORCE EFFECTIVELY
BENEFITSSOURCES FOR RECRUITING NEW SALESPEOPLE; SUMMARY; Chapter 3: Results-Targeted Interviewing and Hiring; THE COMMON DENOMINATORS OF A SUCCESSFUL SALES HIRING INTERVIEW; FIRST INTERVIEW: FOCUS THE DISCUSSION ON THE CANDIDATES; SECOND INTERVIEW: SELL YOUR OPPORTUNITY; THIRD INTERVIEW: CONDUCT A PANEL REVIEW AND PROVIDE A DAY IN THE LIFE; GAINING A COMMITMENT UPON HIRING; A SALESPERSON'S FIRST FEW DAYS; SUMMARY; Chapter 4: Training Your Sales Organization to Produce Superior Results Consistently; WHEN SHOULD YOU TRAIN?; CREATING AND MANAGING YOUR TRAINING PROGRAM SIX STEPS TO AN EFFECTIVE, RESULTS-ORIENTED TRAINING PROGRAMSUMMARY; Chapter 5: How to Run Sales Meetings that Matter; THE ESSENTIAL INGREDIENT IN EVERY SALES MEETING; WHAT'S THE PROBLEM WITH MEETINGS?; THE NINE-STEP CHECKLIST TO HOLDING GREAT SALES MEETINGS; HOW TO DELIVER AN EFFECTIVE PRESENTATION; TELECONFERENCES AND WEB-BASED CONFERENCES; YOUR DEFINING MOMENT AS A SALES MANAGER; SALES MEETING CHECKLIST; SUMMARY; Chapter 6: Motivating and Counseling Your Sales Force; TRY THIS CASE EXERCISE; EIGHT STEPS TO A MOTIVATED SALES ORGANIZATION; A MANAGER'S DUTY WHEN A STRONG SALESPERSON SLUMPS SALES CONTESTS AND INCENTIVESWHAT REALLY MOTIVATES YOUR SALESPEOPLE?; SUMMARY; Chapter 7: Handling Terminations Easier and Better; WHEN IT'S TIME TO LET GO...; WHAT IF IT'S JUST A PLATEAU?; WHEN YOU HAVE NO OTHER CHOICE; THE STRATEGIC TERMINATION AND ELEMENTS OF THE EXIT INTERVIEW; MAKING A PREEMPTIVE STRIKE; SUMMARY; In Conclusion |
| Record Nr. | UNINA-9910784736303321 |
|
Marks Ron <1961->
|
||
| Hoboken, N.J., : John Wiley & Sons, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing for sales results : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks
| Managing for sales results : a fast-action guide for finding, coaching, and leading salespeople / / Ron Marks |
| Autore | Marks Ron <1961-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2008 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Sales management
Management Sales personnel - Recruiting Selling Industrial relations |
| ISBN |
1-281-28444-0
9786611284442 0-470-18748-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MANAGING for SALES RESULTS: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople; Contents; Foreword; Acknowledgments; Introduction; Chapter 1: Sales Management versus Sales Leadership; THE FORMER-MIDDLE-MANAGER CHALLENGE; THE NINE CHARACTERISTICS OF LEADING SALES MANAGERS; THE COST OF SALES TEAM TURNOVER; Chapter 2: Building an Effective, Performance-Dedicated Team; CLEARLY DEFINE WHAT YOU WANT IN A SALES PROFESSIONAL; OUTLINE THE BEHAVIORAL STYLES YOU HAVE SEEN IN SUCCESSFUL PEOPLE; REALIZE WHAT SALESPEOPLE WANT FROM YOUR COMPANY; COMPENSATING YOUR SALES FORCE EFFECTIVELY
BENEFITSSOURCES FOR RECRUITING NEW SALESPEOPLE; SUMMARY; Chapter 3: Results-Targeted Interviewing and Hiring; THE COMMON DENOMINATORS OF A SUCCESSFUL SALES HIRING INTERVIEW; FIRST INTERVIEW: FOCUS THE DISCUSSION ON THE CANDIDATES; SECOND INTERVIEW: SELL YOUR OPPORTUNITY; THIRD INTERVIEW: CONDUCT A PANEL REVIEW AND PROVIDE A DAY IN THE LIFE; GAINING A COMMITMENT UPON HIRING; A SALESPERSON'S FIRST FEW DAYS; SUMMARY; Chapter 4: Training Your Sales Organization to Produce Superior Results Consistently; WHEN SHOULD YOU TRAIN?; CREATING AND MANAGING YOUR TRAINING PROGRAM SIX STEPS TO AN EFFECTIVE, RESULTS-ORIENTED TRAINING PROGRAMSUMMARY; Chapter 5: How to Run Sales Meetings that Matter; THE ESSENTIAL INGREDIENT IN EVERY SALES MEETING; WHAT'S THE PROBLEM WITH MEETINGS?; THE NINE-STEP CHECKLIST TO HOLDING GREAT SALES MEETINGS; HOW TO DELIVER AN EFFECTIVE PRESENTATION; TELECONFERENCES AND WEB-BASED CONFERENCES; YOUR DEFINING MOMENT AS A SALES MANAGER; SALES MEETING CHECKLIST; SUMMARY; Chapter 6: Motivating and Counseling Your Sales Force; TRY THIS CASE EXERCISE; EIGHT STEPS TO A MOTIVATED SALES ORGANIZATION; A MANAGER'S DUTY WHEN A STRONG SALESPERSON SLUMPS SALES CONTESTS AND INCENTIVESWHAT REALLY MOTIVATES YOUR SALESPEOPLE?; SUMMARY; Chapter 7: Handling Terminations Easier and Better; WHEN IT'S TIME TO LET GO...; WHAT IF IT'S JUST A PLATEAU?; WHEN YOU HAVE NO OTHER CHOICE; THE STRATEGIC TERMINATION AND ELEMENTS OF THE EXIT INTERVIEW; MAKING A PREEMPTIVE STRIKE; SUMMARY; In Conclusion |
| Record Nr. | UNINA-9910812728403321 |
|
Marks Ron <1961->
|
||
| Hoboken, N.J., : John Wiley & Sons, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||