TY  - GEN
AU  - Gschwandtner, Gerhard.       
TI  - The essential sales management handbook: your secret weapon to success 
SN  - 0071476024 (alk. paper)
U1  - 658.81 
PY  - 2007///
CY  - New York
PB  - McGraw-Hill,c2007.
KW  - Sales management
KW  - Handbooks, manuals, etc
KW  - Sales personnel
KW  - Training of
N1  - 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
UR  - http://www.loc.gov/catdir/toc/ecip074/2006036401.html
UR  - http://www.loc.gov/catdir/enhancements/fy0702/2006036401-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy0702/2006036401-d.html
ER  -