The essential sales management handbook : your secret weapon to success
Gschwandtner, Gerhard
The essential sales management handbook : your secret weapon to success - New York : McGraw-Hill, ©2007. - v, 278 pages ; - Selling power (Series) .
Includes index
Introduction: what makes an ideal manager? --
Hiring the best --
Testing potential candidates --
Training essentials --
Motivation strategies that work --
Making the most of sales meetings --
Understanding and using awards --
Incentive plans that boost performance --
Managing a variety of personalities --
Coaching your staff --
The essentials of team building --
Implementing an effective sales process --
Choosing and implementing effective crm technology --
A manager's guide to ethics --
The ins and outs of compensation --
Best practices in sales management --
Managing with psychology --
Navigating change management --
Above all, be a leader --
Success tips --
Test your skills.
Presents a sales manager's reference tool for building management and leadership skills. This handbook features best practices for building strong team relationships, motivating sales professionals to sell at their highest level, and running effective meetings and ideas, suggestions, real-life stories, and practices from successful companies
9780071476027 0071476024 9780071631303 0071631305
Sales management -- Handbooks, manuals, etc.
658.81 / GSC
The essential sales management handbook : your secret weapon to success - New York : McGraw-Hill, ©2007. - v, 278 pages ; - Selling power (Series) .
Includes index
Introduction: what makes an ideal manager? --
Hiring the best --
Testing potential candidates --
Training essentials --
Motivation strategies that work --
Making the most of sales meetings --
Understanding and using awards --
Incentive plans that boost performance --
Managing a variety of personalities --
Coaching your staff --
The essentials of team building --
Implementing an effective sales process --
Choosing and implementing effective crm technology --
A manager's guide to ethics --
The ins and outs of compensation --
Best practices in sales management --
Managing with psychology --
Navigating change management --
Above all, be a leader --
Success tips --
Test your skills.
Presents a sales manager's reference tool for building management and leadership skills. This handbook features best practices for building strong team relationships, motivating sales professionals to sell at their highest level, and running effective meetings and ideas, suggestions, real-life stories, and practices from successful companies
9780071476027 0071476024 9780071631303 0071631305
Sales management -- Handbooks, manuals, etc.
658.81 / GSC