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The essential sales management handbook : your secret weapon to success / Gerhard Gschwandtner.

By: Material type: TextTextPublication details: New York : McGraw-Hill,c2007. c2007.Description: v, 278 p. ; 25 cmISBN:
  • 0071476024 (alk. paper)
Subject(s): DDC classification:
  • 658.81 GSC
Online resources:
Contents:
Introduction: what makes an ideal manager? -- Hiring the best -- Testing potential candidates -- Training essentials -- Motivation strategies that work -- Making the most of sales meetings -- Understanding and using awards -- Incentive plans that boost performance -- Managing a variety of personalities -- Coaching your staff -- The essentials of team building -- Implementing an effective sales process -- Choosing and implementing effective crm technology -- A manager's guide to ethics -- The ins and outs of compensation -- Best practices in sales management -- Managing with psychology -- Navigating change management -- Above all, be a leader -- Success tips -- Test your skills.
Catalogued By: Mahitab.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Book - Borrowing Book - Borrowing Central Library First floor 658.81GSC (Browse shelf(Opens below)) Available 000010857
Total holds: 0

Includes index.

Distributer: Baccah.

Introduction: what makes an ideal manager? -- Hiring the best -- Testing potential candidates -- Training essentials -- Motivation strategies that work -- Making the most of sales meetings -- Understanding and using awards -- Incentive plans that boost performance -- Managing a variety of personalities -- Coaching your staff -- The essentials of team building -- Implementing an effective sales process -- Choosing and implementing effective crm technology -- A manager's guide to ethics -- The ins and outs of compensation -- Best practices in sales management -- Managing with psychology -- Navigating change management -- Above all, be a leader -- Success tips -- Test your skills.

Catalogued By: Mahitab.

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