Normal view MARC view ISBD view

Klymshyn, John.

The ultimate sales managers' guide / John Klymshyn. - Hoboken, N.J. : Wiley, �2006. - 1 online resource (xxiv, 216 pages)

Includes index.

Hiring -- Training -- Performance evaluation -- The three-tiered sales team -- Rewards and recognition -- When to fire a salesperson -- Group meetings -- One-on-one meetings : fifteen minutes of fame -- Goals lead to greatness -- The three-step business plan -- Ten tasks today -- Cold calling -- Presentation skills -- Closing techniques all salespeople should know -- Expectation management.

A practical, prescriptive guide to managing a sales team The Ultimate Sales Managers' Guide provides real-world solutions to challenges faced by sales managers with all levels of experience. It addresses the most important issues facing sales managers today and offers proven guidance on all the major aspects of the job.

ISBN: 9781119202226 1119202221 0470069961 9780470069967

Source: OverDrive, Inc. http://www.overdrive.com CF484D8A-4E22-48D9-9404-C761DE26BD8A OverDrive, Inc. http://www.overdrive.com

Nat. Bib. Agency Control No.: Uk

Subjects--Topical Terms:
Sales management--Handbooks, manuals, etc.
Selling--Handbooks, manuals, etc.
Ventes--Gestion--Guides, manuels, etc.
Vente--Guides, manuels, etc.
BUSINESS & ECONOMICS--Sales & Selling--Management.
Sales management
Selling

Index Terms--Genre/Form:
Handbooks and manuals

LC Class. No.: HF5438.4 / .K55 2006

Dewey Class. No.: 658.8/1