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Predicting salesperson performance: a review of the literature / / Ruth Kanfer and Walter C. Borman
| Predicting salesperson performance: a review of the literature / / Ruth Kanfer and Walter C. Borman |
| Autore | Kanfer Ruth |
| Pubbl/distr/stampa | Alexandria, VA : , : U.S. Army Research Institute for the Behavioral and Social Sciences, , February 1987 |
| Descrizione fisica | 1 online resource (approximately 48 pages) : illustrations |
| Collana | ARI research note |
| Soggetto topico |
Sales personnel
Selling - Ability testing Sales personnel - Training of Performance standards |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Altri titoli varianti | Predicting salesperson performance |
| Record Nr. | UNINA-9910713417203321 |
Kanfer Ruth
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| Alexandria, VA : , : U.S. Army Research Institute for the Behavioral and Social Sciences, , February 1987 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Sales training basics / / Angela Siegfried
| Sales training basics / / Angela Siegfried |
| Autore | Siegfried Angela |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Danvers, MA : , : American Society for Training & Development, , [2010] |
| Descrizione fisica | 1 online resource (1 v.) : ill |
| Disciplina | 658.31245 |
| Collana | ASTD training basics series |
| Soggetto topico |
Sales personnel - Training of
Employees - Training of Web site development |
| ISBN |
1-60728-396-4
1-56286-676-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Intro -- Title Page -- Copyright -- Content -- About the Training Basics Series -- Preface -- Acknowledgements -- Chapter 1: Preparing to Train the Salesforce -- Chapter 2: Partnering with the Sales Team -- Chapter 3: Accelerating Sales Training Impact -- Chapter 4: Phase 1: Exploring the Sales Environment -- Chapter 5: Phase 2: Examining Sales Team Goals and Needs -- Chapter 6: Phase 3: Enabling Sales Team Learning -- Chapter 7: Phase 4: Executing Your Value-Added Solution -- Chapter 8: Phase 5: Evaluating Your Impact -- Chapter 9: Making Your Sales Training Stick with Coaching -- Chapter 10: Leveraging Subject Matter Experts for Impact -- Chapter 11: Developing a Sales Training Brand -- Conclusion -- Resources -- About the Editor -- About the Contributors -- Index. |
| Record Nr. | UNISA-996339083603316 |
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Siegfried Angela
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| Danvers, MA : , : American Society for Training & Development, , [2010] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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The secrets of great sales management [[electronic resource] ] : advanced strategies for maximizing performance / / Robert A. Simpkins
| The secrets of great sales management [[electronic resource] ] : advanced strategies for maximizing performance / / Robert A. Simpkins |
| Autore | Simpkins Robert A. <1945-> |
| Pubbl/distr/stampa | New York, : American Management Association, c2004 |
| Descrizione fisica | xii, 212 p |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Sales personnel - Training of |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-8144-2809-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The changing world of sales management -- Planning for today and tomorrow -- Crafting the professional sales force -- Finding the sales team talent -- Strengthening the sales team -- Compensation programs that drive superior performance -- Now lead : measuring and managing performance -- Coaching and counseling -- Looking towards the future. |
| Record Nr. | UNINA-9910449771203321 |
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Simpkins Robert A. <1945->
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| New York, : American Management Association, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The secrets of great sales management [[electronic resource] ] : advanced strategies for maximizing performance / / Robert A. Simpkins
| The secrets of great sales management [[electronic resource] ] : advanced strategies for maximizing performance / / Robert A. Simpkins |
| Autore | Simpkins Robert A. <1945-> |
| Pubbl/distr/stampa | New York, : American Management Association, c2004 |
| Descrizione fisica | xii, 212 p |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Sales personnel - Training of |
| ISBN | 0-8144-2809-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The changing world of sales management -- Planning for today and tomorrow -- Crafting the professional sales force -- Finding the sales team talent -- Strengthening the sales team -- Compensation programs that drive superior performance -- Now lead : measuring and managing performance -- Coaching and counseling -- Looking towards the future. |
| Record Nr. | UNINA-9910783279103321 |
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Simpkins Robert A. <1945->
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| New York, : American Management Association, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The secrets of great sales management : advanced strategies for maximizing performance / / Robert A. Simpkins
| The secrets of great sales management : advanced strategies for maximizing performance / / Robert A. Simpkins |
| Autore | Simpkins Robert A. <1945-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | New York, : American Management Association, c2004 |
| Descrizione fisica | xii, 212 p |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Sales personnel - Training of |
| ISBN | 0-8144-2809-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The changing world of sales management -- Planning for today and tomorrow -- Crafting the professional sales force -- Finding the sales team talent -- Strengthening the sales team -- Compensation programs that drive superior performance -- Now lead : measuring and managing performance -- Coaching and counseling -- Looking towards the future. |
| Record Nr. | UNINA-9910825490803321 |
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Simpkins Robert A. <1945->
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| New York, : American Management Association, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Telephone sales for dummies [[electronic resource] /] / by Dirk Zeller
| Telephone sales for dummies [[electronic resource] /] / by Dirk Zeller |
| Autore | Zeller Dirk |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2008 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina |
658.84
658.872 |
| Collana | --For dummies |
| Soggetto topico |
Telephone selling
Telemarketing Sales personnel - Training of |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-470-27622-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Picking Up on Telephone Sales; Chapter 1: Calling All Sales Professionals!; Chapter 2: Thriving as a Telephone-Sales Pro; Chapter 3: Brave New World: The Laws of Telesales Land; Part II: Laying the Groundwork for Telephone-Sales Success
Chapter 4: Doing Your Homework for A-Plus CallsChapter 5: Prospecting Your Way to Success; Chapter 6: Conquering Sales Call Aversion; Chapter 7: Investing Your Time Wisely; Part III: You Make the Call!; Chapter 8: Getting Past the Gatekeeper; Chapter 9: Opening Your Sales Call with Ease; Chapter 10: Getting Out of the Answers and Into the Questions; Chapter 11: Mastering the Art of Listening and Silence; Chapter 12: Executing Powerful Presentations; Part IV: Going for the Close; Chapter 13: Overcoming Objections; Chapter 14: Orchestrating a Successful Close Chapter 15: Moving Forward When You Don't Land the SalePart V: Increasing Your Sales; Chapter 16: Exploding Your Earnings through Behavioral Selling; Chapter 17: Selling the Way Your Customer Wants to Buy; Chapter 18: Staying Motivated to Succeed; Part VI: The Part of Tens; Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone; Chapter 20: Ten Phrases to Banish from Your Vocabulary; Chapter 21: Ten (Or So) Actions That Promote Phone-Sales Success; Index |
| Record Nr. | UNINA-9910458331703321 |
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Zeller Dirk
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| Hoboken, NJ, : Wiley, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Telephone sales for dummies [[electronic resource] /] / by Dirk Zeller
| Telephone sales for dummies [[electronic resource] /] / by Dirk Zeller |
| Autore | Zeller Dirk |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2008 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina |
658.84
658.872 |
| Collana | --For dummies |
| Soggetto topico |
Telephone selling
Telemarketing Sales personnel - Training of |
| ISBN |
1-118-05177-7
0-470-27622-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Picking Up on Telephone Sales; Chapter 1: Calling All Sales Professionals!; Chapter 2: Thriving as a Telephone-Sales Pro; Chapter 3: Brave New World: The Laws of Telesales Land; Part II: Laying the Groundwork for Telephone-Sales Success
Chapter 4: Doing Your Homework for A-Plus CallsChapter 5: Prospecting Your Way to Success; Chapter 6: Conquering Sales Call Aversion; Chapter 7: Investing Your Time Wisely; Part III: You Make the Call!; Chapter 8: Getting Past the Gatekeeper; Chapter 9: Opening Your Sales Call with Ease; Chapter 10: Getting Out of the Answers and Into the Questions; Chapter 11: Mastering the Art of Listening and Silence; Chapter 12: Executing Powerful Presentations; Part IV: Going for the Close; Chapter 13: Overcoming Objections; Chapter 14: Orchestrating a Successful Close Chapter 15: Moving Forward When You Don't Land the SalePart V: Increasing Your Sales; Chapter 16: Exploding Your Earnings through Behavioral Selling; Chapter 17: Selling the Way Your Customer Wants to Buy; Chapter 18: Staying Motivated to Succeed; Part VI: The Part of Tens; Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone; Chapter 20: Ten Phrases to Banish from Your Vocabulary; Chapter 21: Ten (Or So) Actions That Promote Phone-Sales Success; Index |
| Record Nr. | UNINA-9910784856203321 |
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Zeller Dirk
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| Hoboken, NJ, : Wiley, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Telephone sales for dummies / / by Dirk Zeller
| Telephone sales for dummies / / by Dirk Zeller |
| Autore | Zeller Dirk |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2008 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina |
658.84
658.872 |
| Collana | --For dummies |
| Soggetto topico |
Telephone selling
Telemarketing Sales personnel - Training of |
| ISBN |
1-118-05177-7
0-470-27622-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Picking Up on Telephone Sales; Chapter 1: Calling All Sales Professionals!; Chapter 2: Thriving as a Telephone-Sales Pro; Chapter 3: Brave New World: The Laws of Telesales Land; Part II: Laying the Groundwork for Telephone-Sales Success
Chapter 4: Doing Your Homework for A-Plus CallsChapter 5: Prospecting Your Way to Success; Chapter 6: Conquering Sales Call Aversion; Chapter 7: Investing Your Time Wisely; Part III: You Make the Call!; Chapter 8: Getting Past the Gatekeeper; Chapter 9: Opening Your Sales Call with Ease; Chapter 10: Getting Out of the Answers and Into the Questions; Chapter 11: Mastering the Art of Listening and Silence; Chapter 12: Executing Powerful Presentations; Part IV: Going for the Close; Chapter 13: Overcoming Objections; Chapter 14: Orchestrating a Successful Close Chapter 15: Moving Forward When You Don't Land the SalePart V: Increasing Your Sales; Chapter 16: Exploding Your Earnings through Behavioral Selling; Chapter 17: Selling the Way Your Customer Wants to Buy; Chapter 18: Staying Motivated to Succeed; Part VI: The Part of Tens; Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone; Chapter 20: Ten Phrases to Banish from Your Vocabulary; Chapter 21: Ten (Or So) Actions That Promote Phone-Sales Success; Index |
| Record Nr. | UNINA-9910819463303321 |
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Zeller Dirk
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| Hoboken, NJ, : Wiley, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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