Sales management / Brian Tracy.

Format:

Book

Author/Creator:

Tracy, Brian, author.

Series:

Brian Tracy success library.

Brian Tracy Success Library

Language:

English

Subjects (All):

Sales management.

Leadership.

Physical Description:

1 online resource (152 p.)

Edition:

1st edition

Place of Publication:

New York : American Management Association, 2015.

Language Note:

English

System Details:

text file

Summary:

The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it.

Contents:

Cover; Title; Contents; Introduction; 1 The Role of the Sales Manager; 2 Build a Great Sales Team; 3 Select Champions; 4 Start Them Off Right; 5 Manage by Sales Objectives; 6 The Psychology of Sales Success; 7 Practice the Performance Formula; 8 Improve Your Leadership Style; 9 Reward Sales Performance; 10 Develop Winning Salespeople; 11 Plan Sales Activities; 12 Satisfy Salespeople's Basic Needs; 13 Keep Them Focused; 14 Use the CANEI Method; 15 Brainstorm for Sales Improvements; 16 Discipline Salespeople Effectively; 17 Let Your Poor Performers Go; 18 Lead by Example

19 The Control Valve on Performance20 Four Keys to Building Salespeople; 21 Courage, the Vital Quality of Success; Index; A; B; C; D; E; F; G; H; I; J; L; M; N; O; P; Q; R; S; T; V; W; Z; About the Author; Free Sample Excerpt from Unlimited Sales Success by Brian Tracy; Copyright

Notes:

Includes index.

Includes bibliographical references and index.

Description based on print version record.

OCLC:

911430839