The essential sales management handbook :
Gschwandtner, Gerhard.
The essential sales management handbook : your secret weapon to success / Gerhard Gschwandtner. - New York : McGraw-Hill,c2007. c2007. - v, 278 p. ; 25 cm.
Includes index. Distributer: Baccah.
Introduction: what makes an ideal manager? -- Hiring the best -- Testing potential candidates -- Training essentials -- Motivation strategies that work -- Making the most of sales meetings -- Understanding and using awards -- Incentive plans that boost performance -- Managing a variety of personalities -- Coaching your staff -- The essentials of team building -- Implementing an effective sales process -- Choosing and implementing effective crm technology -- A manager's guide to ethics -- The ins and outs of compensation -- Best practices in sales management -- Managing with psychology -- Navigating change management -- Above all, be a leader -- Success tips -- Test your skills.
Catalogued By: Mahitab.
0071476024 (alk. paper)
2006036401
Sales management--Handbooks, manuals, etc.
Sales personnel--Training of--Handbooks, manuals, etc.
658.81 / GSC
The essential sales management handbook : your secret weapon to success / Gerhard Gschwandtner. - New York : McGraw-Hill,c2007. c2007. - v, 278 p. ; 25 cm.
Includes index. Distributer: Baccah.
Introduction: what makes an ideal manager? -- Hiring the best -- Testing potential candidates -- Training essentials -- Motivation strategies that work -- Making the most of sales meetings -- Understanding and using awards -- Incentive plans that boost performance -- Managing a variety of personalities -- Coaching your staff -- The essentials of team building -- Implementing an effective sales process -- Choosing and implementing effective crm technology -- A manager's guide to ethics -- The ins and outs of compensation -- Best practices in sales management -- Managing with psychology -- Navigating change management -- Above all, be a leader -- Success tips -- Test your skills.
Catalogued By: Mahitab.
0071476024 (alk. paper)
2006036401
Sales management--Handbooks, manuals, etc.
Sales personnel--Training of--Handbooks, manuals, etc.
658.81 / GSC