From selling to managing : guidelines for the first-time sales manager / Ronald Brown.

Format:

Book

Author/Creator:

Brown, Ronald, author.

Language:

English

Subjects (All):

Sales management.

Sales personnel.

Physical Description:

1 online resource (138 p.)

Edition:

Revised edition.

Place of Publication:

New York, New York : American Management Association, 1990.

System Details:

text file

Summary:

Guidelines, advice, and insider tips for the first-time sales manager.

Contents:

Cover; Half title; Title; Contents; Preface to the Revised Edition; 1. The Transition From Selling to Managing; 2. Planning: The First Step; 3. Implementing the Plan; 4. The Appraisal Process; 5. The Control Function; 6. Effective Communications; 7. District Sales Meetings; 8. Recruiting, Selecting, and Training New Sales Reps; Index; Copyright

Notes:

Includes index.

Description based on online resource; title from PDF title page (ebrary, viewed May 26, 2016).

Other Format:

Print version: Brown, Ronald. From selling to managing : guidelines for the first-time sales manager.

ISBN:

9780814430194

0814430198

OCLC:

948622176