MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02776cam a22002295a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
18597882 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20160515152406.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
150430t2016 nyu fr 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780814436431 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| -- |
EG-ScBUE |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 |
| Edition number |
22 |
| Item number |
WEI |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Weinberg, Mike, |
| Dates associated with a name |
1967- |
| 9 (RLIN) |
39981 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales management : |
| Remainder of title |
simplified : the straight truth about getting exceptional results from your sales team / |
| Statement of responsibility, etc |
Mike Weinberg. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
American Management Association, |
| Date of publication, distribution, etc |
c.2016. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiv, 210 p. ; |
| Dimensions |
23 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Index : p. 207-210. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Foreword / by Jeb Blout -- Introduction -- Blunt truth from the front lines : why so many sales -- As goes the leader, so goes the organization -- A sales culture without goals is a sales culture without results -- You can't effectively run a sales team when you're buried in crap -- Playing crm desk jockey does not equate to sales leadership -- You can manage, you can sell, but you can't do both at once -- A sales manager either wants to make heroes or be the hero -- Sales suffer when the manager wears the fire chief's helmet -- The trouble with one size fits all sales talent deployment is that one size -- Turning a blind eye to the perennial underperformer does more damage -- Than you realize -- Compensation and complacency start with the same four letters -- An anti-sales culture disengages the heart of the sales team -- The big ego senior executive "sales expert" often does more harm than good -- Entrepreneurial, visionary leaders forget that their people can't do what they can do -- The lack of coaching and mentoring produces ineffective salespeople -- Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers -- Sales leaders chase shiny new toys searching for the magic bullet -- Practical help and a simple framework to get exceptional results from your sales team -- A simple framework provides clarity to the sales manager -- A healthy sales culture changes everything -- Sales managers must radically reallocate their time to create a winning -- Sales culture -- Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture -- Productive sales meetings align, equip, and energize the team -- Sales managers must get out in the field with salespeople -- Talent management can make or break the sales leader -- Strategic targeting : point your team in the right direction -- The sales manager must ensure the team is armed for battle -- Sales managers must monitor the battle and be ruthless with their time -- Index. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| Source of heading or term |
BUEsh |
| 9 (RLIN) |
11642 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Business planning. |
| Source of heading or term |
BUEsh |
| 9 (RLIN) |
3321 |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Resource For college |
BAEPS, Business Administration |
| Arrived date list |
May2016 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| 952 ## - LOCATION AND ITEM INFORMATION (KOHA) |
|---|
| -- |
2016-05-15 |