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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 | ||
| ||
Managing professionals / / Hans de Bruijn
| Managing professionals / / Hans de Bruijn |
| Autore | Bruijn J. A. de <1962-, > |
| Pubbl/distr/stampa | London ; ; New York : , : Routledge, , 2011 |
| Descrizione fisica | 1 online resource (209 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Conflict management
Professional employees Executives Corporate culture |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-283-60776-X
9786613920218 1-136-94721-3 0-203-84827-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Managing Professionals; Copyright; Contents; Illustrations; Chapter 1 They Can't Live With Each Other, Can't Live Without Each Other; Chapter 2 Management As A Problem; Chapter 3 Management As A Solution; Chapter 4 Strategic Management; Chapter 5 Quality Management; Chapter 6 Coordination And Cooperation; Chapter 7 Knowledge Management And Innovation; Chapter 8 Performance Management; Chapter 9 Change Management; Chapter 10 Beyond The One-Handed Organization; Literature; Index |
| Record Nr. | UNINA-9910462453803321 |
|
Bruijn J. A. de <1962-, >
|
||
| London ; ; New York : , : Routledge, , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing professionals / / Hans de Bruijn
| Managing professionals / / Hans de Bruijn |
| Autore | Bruijn J. A. de <1962-, > |
| Pubbl/distr/stampa | London ; ; New York : , : Routledge, , 2011 |
| Descrizione fisica | 1 online resource (209 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Conflict management
Professional employees Executives Corporate culture |
| ISBN |
1-136-94720-5
1-283-60776-X 9786613920218 1-136-94721-3 0-203-84827-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Managing Professionals; Copyright; Contents; Illustrations; Chapter 1 They Can't Live With Each Other, Can't Live Without Each Other; Chapter 2 Management As A Problem; Chapter 3 Management As A Solution; Chapter 4 Strategic Management; Chapter 5 Quality Management; Chapter 6 Coordination And Cooperation; Chapter 7 Knowledge Management And Innovation; Chapter 8 Performance Management; Chapter 9 Change Management; Chapter 10 Beyond The One-Handed Organization; Literature; Index |
| Record Nr. | UNINA-9910785743003321 |
|
Bruijn J. A. de <1962-, >
|
||
| London ; ; New York : , : Routledge, , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managing professionals / / Hans de Bruijn
| Managing professionals / / Hans de Bruijn |
| Autore | Bruijn J. A. de <1962-, > |
| Pubbl/distr/stampa | London ; ; New York : , : Routledge, , 2011 |
| Descrizione fisica | 1 online resource (209 p.) |
| Disciplina | 658.3/044 |
| Soggetto topico |
Conflict management
Professional employees Executives Corporate culture |
| ISBN |
1-136-94720-5
1-283-60776-X 9786613920218 1-136-94721-3 0-203-84827-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Managing Professionals; Copyright; Contents; Illustrations; Chapter 1 They Can't Live With Each Other, Can't Live Without Each Other; Chapter 2 Management As A Problem; Chapter 3 Management As A Solution; Chapter 4 Strategic Management; Chapter 5 Quality Management; Chapter 6 Coordination And Cooperation; Chapter 7 Knowledge Management And Innovation; Chapter 8 Performance Management; Chapter 9 Change Management; Chapter 10 Beyond The One-Handed Organization; Literature; Index |
| Record Nr. | UNINA-9910821532503321 |
|
Bruijn J. A. de <1962-, >
|
||
| London ; ; New York : , : Routledge, , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Temporary work and human resources management [[electronic resource] /] / guest editors: John Burgess and Julia Connell
| Temporary work and human resources management [[electronic resource] /] / guest editors: John Burgess and Julia Connell |
| Pubbl/distr/stampa | Bradford, England, : Emerald Group Publishing, c2006 |
| Descrizione fisica | 1 online resource (101 p.) |
| Disciplina | 658.3/044 |
| Altri autori (Persone) |
BurgessJohn
ConnellJulia |
| Collana | Personnel review |
| Soggetto topico |
Human capital
Personnel management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-280-50688-1
9786610506880 1-84544-917-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; CONTENTS; EDITORIAL ADVISORY BOARD; Temporary work and human resources management: issues, challenges and responses; The nature and experience of agency working in Britain; Temporary agency work and HRM in Australia; Human resource solutions?; The changing world of the temporary worker: the potential HR impact of legislation; Managing temporary workers in higher education: still at the margin? |
| Record Nr. | UNINA-9910449882903321 |
| Bradford, England, : Emerald Group Publishing, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Temporary work and human resources management [[electronic resource] /] / guest editors: John Burgess and Julia Connell
| Temporary work and human resources management [[electronic resource] /] / guest editors: John Burgess and Julia Connell |
| Pubbl/distr/stampa | Bradford, England, : Emerald Group Publishing, c2006 |
| Descrizione fisica | 1 online resource (101 p.) |
| Disciplina | 658.3/044 |
| Altri autori (Persone) |
BurgessJohn
ConnellJulia |
| Collana | Personnel review |
| Soggetto topico |
Human capital
Personnel management |
| ISBN |
1-280-50688-1
9786610506880 1-84544-917-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; CONTENTS; EDITORIAL ADVISORY BOARD; Temporary work and human resources management: issues, challenges and responses; The nature and experience of agency working in Britain; Temporary agency work and HRM in Australia; Human resource solutions?; The changing world of the temporary worker: the potential HR impact of legislation; Managing temporary workers in higher education: still at the margin? |
| Record Nr. | UNINA-9910783520803321 |
| Bradford, England, : Emerald Group Publishing, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Temporary work and human resources management / / guest editors: John Burgess and Julia Connell
| Temporary work and human resources management / / guest editors: John Burgess and Julia Connell |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Bradford, England, : Emerald Group Publishing, c2006 |
| Descrizione fisica | 1 online resource (101 p.) |
| Disciplina | 658.3/044 |
| Altri autori (Persone) |
BurgessJohn
ConnellJulia |
| Collana | Personnel review |
| Soggetto topico |
Human capital
Personnel management |
| ISBN |
1-280-50688-1
9786610506880 1-84544-917-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; CONTENTS; EDITORIAL ADVISORY BOARD; Temporary work and human resources management: issues, challenges and responses; The nature and experience of agency working in Britain; Temporary agency work and HRM in Australia; Human resource solutions?; The changing world of the temporary worker: the potential HR impact of legislation; Managing temporary workers in higher education: still at the margin? |
| Record Nr. | UNINA-9910824224503321 |
| Bradford, England, : Emerald Group Publishing, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||