The essential sales management handbook
Subtitle: your secret weapon to success
By: Gerhard Gschwandtner.
Publisher: McGraw-Hill
Published: 2007
Place of publication: New York
Language: eng
Number of pages: 278
Subjects: Sales management -- Handbooks, manuals, etc; Sales personnel -- Training of -- Handbooks, manuals, etc
Genres: Handbooks, manuals, etc.
Notes: Includes index.
Table of contents: title: Introduction: what makes an ideal manager?; title: Hiring the best; title: Testing potential candidates; title: Training essentials; title: Motivation strategies that work; title: Making the most of sales meetings; title: Understanding and using awards; title: Incentive plans that boost performance; title: Managing a variety of personalities; title: Coaching your staff; title: The essentials of team building; title: Implementing an effective sales process; title: Choosing and implementing effective crm technology; title: A manager's guide to ethics; title: The ins and outs of compensation; title: Best practices in sales management; title: Managing with psychology; title: Navigating change management; title: Above all, be a leader; title: Success tips; title: Test your skills.