The essential sales management handbook : your secret weapon to success / Gerhard Gschwandtner.
Publication details: New York : McGraw-Hill, c2007.Description: v, 278 p. ; 25 cmISBN:- 0071476024 (alk. paper)
- 658.8/1 22
- HF5438.4 .G78 2007
Item type | Current library | Call number | Status | Date due | Barcode | Item holds | |
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Strathmore University (Main Library) Open Shelf | HF5438.4 .G78 2007 | Available | 70946 |
Includes index.
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.
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