The essential sales management handbook : your secret weapon to success (Record no. 40379)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01644nam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780071476027 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071476024 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780071631303 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071631305 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | GSC |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Gschwandtner, Gerhard |
| 245 #4 - TITLE STATEMENT | |
| Title | The essential sales management handbook : your secret weapon to success |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | McGraw-Hill, |
| Year of publication | ©2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | v, 278 pages ; |
| 490 ## - SERIES STATEMENT | |
| Series statement | Selling power (Series) |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction: what makes an ideal manager? --<br/>Hiring the best --<br/>Testing potential candidates --<br/>Training essentials --<br/>Motivation strategies that work --<br/>Making the most of sales meetings --<br/>Understanding and using awards --<br/>Incentive plans that boost performance --<br/>Managing a variety of personalities --<br/>Coaching your staff --<br/>The essentials of team building --<br/>Implementing an effective sales process --<br/>Choosing and implementing effective crm technology --<br/>A manager's guide to ethics --<br/>The ins and outs of compensation --<br/>Best practices in sales management --<br/>Managing with psychology --<br/>Navigating change management --<br/>Above all, be a leader --<br/>Success tips --<br/>Test your skills. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | 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 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales management -- Handbooks, manuals, etc. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Reference Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Reference | 28/06/2010 | Purchased | 4480.00 | 658.81 GSK | 012115 | Reference Books |