The sales manager's success manual /
The book shows readers how to: hire the best sales force; foresee potential surprises; help reps make better decisions; save time and resources; target accurately for better results; and, work with the CEO and the rest of the company.
| Основен автор: | Thomas, Wayne M. |
|---|---|
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
New York :
Amacom,
℗♭2008.
|
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=214588 |
| Подобни документи: |
Print version::
Sales manager's success manual. |
Съдържание:
- PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility
- The sales force
- Sales environment
- Sales control and policies
- Channels
- Product/market match
- Competition
- The customer
- The market
- PART II. PERSONAL COACHING. Facts-in-the-Future (tm)
- The truth about statistics, or why you need a BS (bad statistics) filter
- The gullibility factor
- Intuition
- How much information is enough?
- Mind games
- Walk a mile in the CFO's shoes
- The brain of a sales manager
- Evolution in sales management
- The CEO and sales force success
- Perception sticks like glue
- FAQs: frequently asked questions
- Notes
- Bibliography
- Index.