000			01644nam a2200217 a 4500
020			_a9780071476027
020			_a0071476024
020			_a9780071631303
020			_a0071631305
082			_a658.81 _bGSC
100			_aGschwandtner, Gerhard
245		4	_aThe essential sales management handbook : your secret weapon to success
260			_aNew York : _bMcGraw-Hill, _c©2007.
300			_av, 278 pages ;
490			_aSelling power (Series)
500			_aIncludes index
505			_aIntroduction: 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.
520			_aPresents 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			_aSales management -- Handbooks, manuals, etc.
942			_cREF
999			_c40379 _d40379