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The essential sales management handbook : your secret weapon to success / Gerhard Gschwandtner.

By: Material type: TextPublication details: New York : McGraw-Hill,c2007. c2007.Description: v, 278 p. ; 25 cmISBN:
  • 0071476024 (alk. paper)
Subject(s): DDC classification:
  • 658.81 GSC
Online resources:
Contents:
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.
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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Book - Borrowing Central Library First floor 658.81GSC (Browse shelf(Opens below)) Available 000010857
Total holds: 0

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.

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