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Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz
| Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz |
| Autore | Schwartz Matthew <1969-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York : , : AMACOM, , [2006] |
| Descrizione fisica | 1 online resource (225 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-12647-0
9786611126476 0-8144-2939-4 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style
Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index |
| Record Nr. | UNINA-9910458109703321 |
Schwartz Matthew <1969->
|
||
| New York : , : AMACOM, , [2006] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz
| Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz |
| Autore | Schwartz Matthew <1969-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York : , : AMACOM, , [2006] |
| Descrizione fisica | 1 online resource (225 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Management |
| ISBN |
1-281-12647-0
9786611126476 0-8144-2939-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style
Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index |
| Record Nr. | UNINA-9910784537103321 |
|
Schwartz Matthew <1969->
|
||
| New York : , : AMACOM, , [2006] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz
| Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz |
| Autore | Schwartz Matthew <1969-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York : , : AMACOM, , [2006] |
| Descrizione fisica | 1 online resource (225 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Management |
| ISBN |
1-281-12647-0
9786611126476 0-8144-2939-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style
Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index |
| Record Nr. | UNINA-9910828344703321 |
|
Schwartz Matthew <1969->
|
||
| New York : , : AMACOM, , [2006] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||