Sales management
By: Brian Tracy
Publisher: AMACOM, American Management Association
Published: 2015
Language: eng
Number of pages: 123
ISBN-13: 9780814436295
Subjects: Sales management; Leadership
Notes: Includes index.
Table of contents: title: Introduction; title: The role of the sales manager; title: Build a great sales team; title: Selecting champions; title: Start them off right; title: Manage by sales objectives; title: The psychology of sales success; title: Practice the performance formula; title: Improve your leadership style; title: Reward sales performance; title: Develop winning salespeople; title: Plan sales activities; title: Satisfy salespeople's basic needs; title: Keep them focused; title: Use the CANEI method; title: Brainstorming for sales improvements; title: Discipline salespeople effectively; title: Let your poor performers go; title: Lead by example; title: The control valve on performance; title: Four keys to building salespeople; title: Courage, the vital quality of success.