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|Additional Physical Format:||Print version:
Zero-turnover sales force.
New York : American Management Association, ©2010
|Material Type:||Document, Internet resource|
|Document Type:||Internet Resource, Computer File|
|All Authors / Contributors:||
|ISBN:||9780814415610 081441561X 1282492578 9781282492578|
|Notes:||Title from title screen.|
|Description:||1 online resource (xiii, 242 pages) : illustrations|
|Contents:||C o n t e n t s IntroductIon A Sales Force That Can Make Your Career 1 P A R T 1 REINVENTING THE SALES FORCE 7 Chapter 1 A Tantalizing What-If: A Stable, Unchanging Sales Force 8 Chapter 2 The Real Cost of Sales Force Turnover 14 Chapter 3 Why Salespeople Leave 19 P A R T 2 ELIMINATING THE 12 ASSASSINS OF SALES FORCE STABILITY 25 Chapter 4 Weak Recruiting Avoiding the HR Trap 27 Chapter 5 Straight Commission There's No Percentage in It 38 Chapter 6 Cold Calling The Ultimate Sales Career Killer 50 Chapter 7 Unfocused Training Training the Wrong People the Wrong Way 68 Chapter 8 Sales Meetings The Only Two That Are Worth Having 86 Chapter 9 Fuzzy Goals and Unrealistic Expectations Set the Bar at an Achievable Level or Pay the Consequences 103 Chapter 1 0 Inattention to Top Sellers Never Lose Another High Achiever 119 Chapter 1 1 Hesitation and Impatience with Young Salespeople Are You Empowering Your Young Sellers or Using Them as Human Shields? 135 Chapter 1 2 Disorganized Ride-Alongs Don't Waste an Opportunity to Get Out on the Road with Your Salespeople 149 Chapter 1 3 Unrest in the Trenches Do Your Salespeople Respect You, and If Not, Why Not? 162 Chapter 1 4 Time as an Enemy Avoid Burning in the Fire of Time 175 Chapter 1 5 A Website That Doesn't Sell Don't Squander Your Web of Opportunity 190 P A R T 3 NAVIGATING THE COURSE AHEAD 207 Chapter 1 6 What Zero Turnover Means on the Street 208 Chapter 1 7 What to Do When You Don't Know What You're Doing 216 Chapter 1 8 Improving Your Game Index 237|
.."no hesitation in recommending this as a...well-thumbed text on any sales manager's bookshelf, as well as a practical 'how to' volume for sales people."--ChangingMinds.org