Sales management / Brian Tracy.
Material type:
- text
- unmediated
- volume
- 9780814436295 (hardcover : alk. paper)
- 658.81 TRA 23
- HF5438.4 .T73 2015
Item type | Current library | Collection | Call number | Status | Barcode | |
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eBooks eBooks | Business Management/Accounting/Marketing | 658.81 TRA (Browse shelf(Opens below)) | Available | BMFL24050027 |
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658.800285 DEP Business without borders : a strategic guide to global marketing / | 658.802 JAI Marketing planning & strategy / | 658.802 WAU 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms / | 658.81 TRA Sales management / | 658.812 AND Customer relationship management / | 658.812 AND Customer relationship management / | 658.812 ATK Customer care / |
Includes index.
Introduction -- The role of the sales manager -- Build a great sales team -- Selecting champions -- Start them off right -- Manage by sales objectives -- The psychology of sales success -- Practice the performance formula -- Improve your leadership style -- Reward sales performance -- Develop winning salespeople -- Plan sales activities -- Satisfy salespeople's basic needs -- The 80/20 rule in sales management -- Use the canei method -- Brainstorming for sales improvements -- Discipline salespeople effectively -- Let your poor performers go -- Lead by example -- The control valve on performance -- Four keys to building salespeople -- Courage, the vital quality of success.
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