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The sales manager's success manual

Autore: Wayne M Thomas
Editore: New York : AMACOM, ©2008.
Edizione/Formato:   eBook : Document : EnglishVedi tutte le edizioni e i formati
Banca dati:WorldCat
Sommario:
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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Genere/forma: Electronic books
Informazioni aggiuntive sul formato: Print version:
Thomas, Wayne M.
Sales manager's success manual.
New York : AMACOM, c2008
(DLC) 2007021977
(OCoLC)137244749
Tipo materiale: Document, Risorsa internet
Tipo documento: Internet Resource, Computer File
Tutti gli autori / Collaboratori: Wayne M Thomas
ISBN: 9780814409787 0814409784 1281128228 9781281128225
Numero OCLC: 190811428
Descrizione: 1 online resource (xii, 228 p.) : ill.
Contenuti: 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.
Responsabilità: Wayne M. Thomas.
Maggiori informazioni:

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,  Per saperne di più…

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