TY  - BOOK
AU  - Tracy,Brian
TI  - Sales management
SN  - 9780814436295 (hardcover : alk. paper)
AV  - HF5438.4 .T73 2015
U1  - 658.81 TRA 23
PY  - 2015///]
CY  - New York
PB  - AMACOM--American Management Association
KW  - Sales management
KW  - Leadership
N1  - 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
UR  - http://41.59.100.242:80/cgi-bin/koha/opac-retrieve-file.pl?id=e4e3b3ad3f3443c0bad0bede13753ab9
ER  -