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OCoLC |
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20240329122006.0 |
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151017s1990 xx o 000 0 eng d |
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|a EBLCP
|b eng
|e pn
|c EBLCP
|d OCLCQ
|d MERUC
|d ZCU
|d ICG
|d OCLCO
|d OCLCF
|d OCLCQ
|d OCLCO
|d OCLCQ
|d DKC
|d AU@
|d OCLCQ
|d VLY
|d HS0
|d OCLCO
|d OCLCQ
|d OCLCO
|d OCLCL
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| 019 |
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|a 1162061195
|a 1227643590
|a 1290067589
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| 020 |
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|a 9781560520313
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| 020 |
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|a 1560520310
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| 020 |
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|a 1417524367
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| 020 |
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|a 9781417524365
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1 |
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|a DEBBG
|b BV044095610
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| 035 |
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|a (OCoLC)922967138
|z (OCoLC)1162061195
|z (OCoLC)1227643590
|z (OCoLC)1290067589
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| 050 |
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4 |
|a HF5438.4.J64 1990eb
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| 082 |
0 |
4 |
|a 658.81
|q OCoLC
|2 22/eng/20230216
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Johnson, Tom.
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| 245 |
1 |
0 |
|a Effective Sales Management :
|b How to Build a Winning Sales Team.
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| 260 |
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|a Menlo Park :
|b Course Technology Crisp,
|c 1990.
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| 300 |
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|a 1 online resource (94 pages)
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| 336 |
|
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|a text
|b txt
|2 rdacontent
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| 337 |
|
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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| 588 |
0 |
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|a Print version record.
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| 505 |
0 |
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|a ""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""ABOUT THE SERIES""; ""TABLE OF CONTENTS""; ""SECTION I What Sales Management Is All About""; ""SETTING YOUR OBJECTIVES""; ""TEN QUALITIES OF A WINNING SALES MANAGER""; ""SELF-TEST: BECOMING A SALES MANAGER""; ""WHAT SUCCESSFUL SALES MANAGERS DO""; ""WHAT SUCCESSFUL SALES MANAGERS DON�T DO""; ""TIME MANAGEMENT""; ""AM I RIGHT FOR SALES MANAGEMENT?""; ""SELF-ASSESSMENT: SALES MANAGEMENT SKILLS""; ""SECTION II Recruiting""; ""BEGINNING YOUR SEARCH""; ""SELECTING YOUR SALES TEAM: EXERCISE""; ""CONDUCTING THE INTERVIEW""
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| 505 |
8 |
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|a ""EVALUATING CANDIDATES""""HIRING AND THE LAW""; ""MAKING THE HIRING DECISION""; ""MAKING THE OFFER""; ""CASE STUDY #1 THE TURNOVER DILEMMA""; ""CHECKING REFERENCES""; ""SECTION III Training""; ""GETTING OFF TO A GOOD START""; ""PUTTING YOUR TRAINING PLAN TOGETHER""; ""KEYS TO TRAINING SALESPEOPLE""; ""A TWO DAY TRAINING PROGRAM""; ""EXERCISE: TRAINING SALESPEOPLE""; ""RATE YOURSELF AS A SALES TRAINER""; ""TRAINING NEVER ENDS""; ""SECTION IV Motivating and Managing Salespeople""; ""POSITIVE MOTIVATION""; ""SET A GOOD EXAMPLE""; ""CONCENTRATE ON PRODUCTIVITY""; ""PROSPECTING""; ""CLOSING""
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| 505 |
8 |
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|a ""HOW TO SUSTAIN HIGH PERFORMANCE""""SALES MANAGER�S TROUBLESHOOTING GUIDE""; ""SELF ASSESSMENT""; ""FOSTERING A HIGH PRODUCTIVITY ENVIRONMENT""; ""QUOTAS AND INCENTIVES�1""; ""QUOTAS AND INCENTIVES�2""; ""SECTION V Evaluating Your Sales Team""; ""COMMUNICATION""; ""HOW TO CONDUCT A PERFORMANCE APPRAISAL""; ""A PERFORMANCE APPRAISAL CHECK LIST FOR MANAGERS""; ""I PERSONAL PREPARATION""; ""II CONDUCTING THE APPRAISAL DISCUSSION""; ""III CLOSING THE DISCUSSION""; ""IV POST-APPRAISAL FOLLOW UP""; ""FOLLOWING UP�THREE SUGGESTIONS""; ""TWO KEYS TO SUPERIOR PERFORMANCE""
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| 505 |
8 |
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|a ""RECOGNIZING AND ADDRESSING PROBLEMS""""COMPENSATION GUIDELINES""; ""Cash""; ""Non cash""; ""Incentives""; ""Rewarding Veterans�a Special Case""; ""CORRECTING/ADJUSTING COMPENSATION""; ""Mistakes:""; ""TERMINATIONS""; ""SECTION VI Some Final Thoughts""; ""SOME FINAL THOUGHTS""; ""MOVING FROM SUCCEED TO EXCEL""; ""YOUR ATTITUDE CAN MOVE YOU TO GREATNESS""; ""VOICE OF EXPERIENCE""; ""REWARDS FOR TOP ACHIEVERS""; ""SELF-ASSESSMENT:""; ""DEVELOP A PERSONAL ACTION PLAN""; ""GROWING AS A SALES MANAGER""; ""THE PERFECT SALES MANAGER""
|
| 546 |
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|a English.
|
| 590 |
|
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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0 |
|a Sales management.
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| 650 |
|
0 |
|a Selling.
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| 650 |
|
6 |
|a Ventes
|x Gestion.
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| 650 |
|
6 |
|a Vente.
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| 650 |
|
7 |
|a selling.
|2 aat
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| 650 |
|
7 |
|a Sales management
|2 fast
|
| 650 |
|
7 |
|a Selling
|2 fast
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| 700 |
1 |
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|a Crisp, Michael.
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| 758 |
|
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|i has work:
|a Effective sales management (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCGGYXwDJpwPXXmbMrcmV3P
|4 https://id.oclc.org/worldcat/ontology/hasWork
|
| 776 |
0 |
8 |
|i Print version:
|a Johnson, Tom.
|t Effective Sales Management : How to Build a Winning Sales Team.
|d Menlo Park : Course Technology Crisp, ©1990
|z 9781560520313
|
| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=3116984
|z Texto completo
|
| 994 |
|
|
|a 92
|b IZTAP
|
