Ultimate Sales Managers' Guide
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Ultimate Sales Managers' Guide
Klymshyn, John
John Wiley & Sons Inc
09/2006
240
Dura
Inglês
9780471973188
15 a 20 dias
514
Descrição não disponível.
FOREWORD. ACKNOWLEDGMENTS.
ABOUT THE AUTHOR.
INTRODUCTION.
Part I Finding, Keeping, and Releasing Salespeople.
1 HIRING.
2 TRAINING.
3 PERFORMANCE EVALUATION.
4 THE THREE-TIERED SALES TEAM.
5 REWARDS AND RECOGNITION.
6 WHEN TO FIRE A SALESPERSON.
Part II Sales Meetings.
7 GROUP MEETINGS.
8 ONE-ON-ONE MEETINGS-FIFTEEN MINUTES OF FAME.
Part III Planning and Preparation.
9 GOALS LEAD TO GREATNESS.
10 THE THREE-STEP BUSINESS PLAN.
11 TEN TASKS TODAY.
Part IV Skills All Salespeople Should Have.
12 COLD CALLING.
13 PRESENTATION SKILLS.
14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.
15 EXPECTATION MANAGEMENT.
APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.
APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.
INDEX.
ABOUT THE AUTHOR.
INTRODUCTION.
Part I Finding, Keeping, and Releasing Salespeople.
1 HIRING.
2 TRAINING.
3 PERFORMANCE EVALUATION.
4 THE THREE-TIERED SALES TEAM.
5 REWARDS AND RECOGNITION.
6 WHEN TO FIRE A SALESPERSON.
Part II Sales Meetings.
7 GROUP MEETINGS.
8 ONE-ON-ONE MEETINGS-FIFTEEN MINUTES OF FAME.
Part III Planning and Preparation.
9 GOALS LEAD TO GREATNESS.
10 THE THREE-STEP BUSINESS PLAN.
11 TEN TASKS TODAY.
Part IV Skills All Salespeople Should Have.
12 COLD CALLING.
13 PRESENTATION SKILLS.
14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.
15 EXPECTATION MANAGEMENT.
APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.
APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.
INDEX.
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
sales; ultimate; managers; great profession; guide; wonderful; managing; passion; fun; sales people; time; real; commercial; estate advisors; reminds; book; us; effort; importance; organization; strong; culture; operations
FOREWORD. ACKNOWLEDGMENTS.
ABOUT THE AUTHOR.
INTRODUCTION.
Part I Finding, Keeping, and Releasing Salespeople.
1 HIRING.
2 TRAINING.
3 PERFORMANCE EVALUATION.
4 THE THREE-TIERED SALES TEAM.
5 REWARDS AND RECOGNITION.
6 WHEN TO FIRE A SALESPERSON.
Part II Sales Meetings.
7 GROUP MEETINGS.
8 ONE-ON-ONE MEETINGS-FIFTEEN MINUTES OF FAME.
Part III Planning and Preparation.
9 GOALS LEAD TO GREATNESS.
10 THE THREE-STEP BUSINESS PLAN.
11 TEN TASKS TODAY.
Part IV Skills All Salespeople Should Have.
12 COLD CALLING.
13 PRESENTATION SKILLS.
14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.
15 EXPECTATION MANAGEMENT.
APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.
APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.
INDEX.
ABOUT THE AUTHOR.
INTRODUCTION.
Part I Finding, Keeping, and Releasing Salespeople.
1 HIRING.
2 TRAINING.
3 PERFORMANCE EVALUATION.
4 THE THREE-TIERED SALES TEAM.
5 REWARDS AND RECOGNITION.
6 WHEN TO FIRE A SALESPERSON.
Part II Sales Meetings.
7 GROUP MEETINGS.
8 ONE-ON-ONE MEETINGS-FIFTEEN MINUTES OF FAME.
Part III Planning and Preparation.
9 GOALS LEAD TO GREATNESS.
10 THE THREE-STEP BUSINESS PLAN.
11 TEN TASKS TODAY.
Part IV Skills All Salespeople Should Have.
12 COLD CALLING.
13 PRESENTATION SKILLS.
14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.
15 EXPECTATION MANAGEMENT.
APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.
APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.
INDEX.
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
