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ProActive sales management : how to lead, motivate, and stay ahead of the game / William "Skip" Miller.
- Format:
- Book
- Author/Creator:
- Miller, William, 1955-
- Language:
- English
- Subjects (All):
- Sales management.
- Physical Description:
- 1 online resource (257 p.)
- Edition:
- 2nd ed.
- Place of Publication:
- New York : AMACOM, American Management Association, 2009.
- Language Note:
- English
- System Details:
- text file
- Summary:
- Managing sales is entirely different than making sales. This proven guide arms sales managers with the powerful strategies they need to succeed.
- Contents:
- ProActive sales manager-defining the new breed of sales manager
- Sales cultures and the ability to communicate them
- Manage the right things-time and people
- Finding and recruiting the best sales team
- Corrective action
- ProActive management skills
- If you can't measure it, why do it?
- Territory planning, compensation, and rewards
- Sales meetings
- Create the proActive action plan
- The technology of sales.
- Notes:
- Includes index.
- ISBN:
- 9786612189265
- 9781282189263
- 1282189263
- 9780814414576
- 0814414575
- OCLC:
- 436084569
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