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Effective Sales Management : How to Build a Winning Sales Team.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Menlo Park :
Course Technology Crisp,
1990.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- ""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""
- ""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""
- ""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""
- ""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""