000			01844nac a22002651u 4500
010			_a 2006036401
020			_a0071476024 (alk. paper)
082	0	0	_a658.81 _bGSC
090			_c8902 _d8902
100			_aGschwandtner, Gerhard.
245	1	4	_aThe essential sales management handbook : _byour secret weapon to success / _cGerhard Gschwandtner.
260			_aNew York : _bMcGraw-Hill,c2007. _cc2007.
300			_av, 278 p. ; _c25 cm.
500			_aIncludes index.
500			_aDistributer: Baccah.
505	0		_aIntroduction: 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.
511			_aCatalogued By: Mahitab.
650		0	_aSales management _vHandbooks, manuals, etc.
650		0	_aSales personnel _xTraining of _vHandbooks, manuals, etc.
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip074/2006036401.html
856	4	1	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0702/2006036401-b.html
856	4	1	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0702/2006036401-d.html
942			_cBB _k658.81GSC
999			_c8902 _d8902