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The Essential Sales Management Handbook: Your Secret Weapon to Success
CITATION
Gschwandtner, Gerhard
.
The Essential Sales Management Handbook: Your Secret Weapon to Success
.
US
: McGraw-Hill Education, 2007.
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The Essential Sales Management Handbook: Your Secret Weapon to Success
Authors:
Gerhard Gschwandtner
Published:
2007
ISBN:
9780071631303 0071476024
Open eBook
Book Description
Table of Contents
Contents
Introduction
Chapter 1: Hiring The Best
Chapter 2: Testing Potential Candidates
Chapter 3: Training Essentials
Chapter 4: Motivation Strategies That Work
Chapter 5: Making the Most of Sales Meetings
Chapter 6: Understanding and Using Awards
Chapter 7: Incentive Plans That Boost Performance
Chapter 8: Managing a Variety of Personalities
Chapter 9: Coaching Your Staff
Chapter 10: The Essentials of Team Building
Chapter 11: Implementing an Effective Sales Process
Chapter 12: Choosing and Implementing Effective CRM Technology
Chapter 13: A Manager’s Guide to Ethics
Chapter 14: The Ins and Outs of Compensation
Chapter 15: Best Practices in Sales Management
Chapter 16: Managing with Psychology
Chapter 17: Navigating Change Management
Chapter 18: Above All, Be a Leader
Chapter 19: Success Tips
Chapter 20: Test Your Skills
Credits
Index
