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The sales manager's success manual

Author: Wayne M Thomas
Publisher: New York : AMACOM, ©2008.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
The book shows readers how to: hire the best sales force; foresee potential surprises; help reps make better decisions; save time and resources; target accurately for better results; and, work with the CEO and the rest of the company.
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Details

Genre/Form: Electronic books
Additional Physical Format: Print version:
Thomas, Wayne M.
Sales manager's success manual.
New York : AMACOM, c2008
(DLC) 2007021977
(OCoLC)137244749
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Wayne M Thomas
ISBN: 9780814409787 0814409784 1281128228 9781281128225
OCLC Number: 190811428
Description: 1 online resource (xii, 228 p.) : ill.
Contents: PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility --
The sales force --
Sales environment --
Sales control and policies --
Channels --
Product/market match --
Competition --
The customer --
The market --
PART II. PERSONAL COACHING. Facts-in-the-Future (tm) --
The truth about statistics, or why you need a BS (bad statistics) filter --
The gullibility factor --
Intuition --
How much information is enough? --
Mind games --
Walk a mile in the CFO's shoes --
The brain of a sales manager --
Evolution in sales management --
The CEO and sales force success --
Perception sticks like glue --
FAQs: frequently asked questions --
Notes --
Bibliography --
Index.
Responsibility: Wayne M. Thomas.

Abstract:

Sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers,  Read more...
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