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.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Thomas, Wayne M.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, ©2008.
Temas:
Sales management.
Selling.
Ventes > Gestion.
Vente.
selling.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Sales management
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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.

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