Sales management /

"The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Tracy, Brian (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM--American Management Association, [2015]
Colección:Brian Tracy success library.
Temas:
Sales management.
Leadership.
Ventes > Gestion.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Introduction
  • The role of the sales manager
  • Build a great sales team
  • Selecting champions
  • Start them off right
  • Manage by sales objectives
  • The psychology of sales success
  • Practice the performance formula
  • Improve your leadership style
  • Reward sales performance
  • Develop winning salespeople
  • Plan sales activities
  • Satisfy salespeople's basic needs
  • The 80/20 rule in sales management
  • Use the canei method
  • Brainstorming for sales improvements
  • Discipline salespeople effectively
  • Let your poor performers go
  • Lead by example
  • The control valve on performance
  • Four keys to building salespeople
  • Courage, the vital quality of success.

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