01844nac a22002651u 4500 2006036401 0071476024 (alk. paper) 658.81 GSC 8902 8902 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. Sales management Handbooks, manuals, etc. Sales personnel Training of Handbooks, manuals, etc. Table of contents only http://www.loc.gov/catdir/toc/ecip074/2006036401.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0702/2006036401-b.html Publisher description http://www.loc.gov/catdir/enhancements/fy0702/2006036401-d.html BB 658.81GSC 8902 8902 0 0 0 0 MAIN MAIN 1ST 2008-03-30 Purchase 5 5 658.81GSC 000010857 2025-07-15 00:00:00 2016-03-22 BB