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The Essential Sales Management Handbook : Your Secret Weapon to Success - Gerhard Gschwandtner

The Essential Sales Management Handbook

Your Secret Weapon to Success

Hardcover Published: 1st February 2007
ISBN: 9780071476027
Number Of Pages: 264

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At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, "The Essential Sales Management Handbook" has it all, featuring: Best practices for building strong team relationships, motivating sales professionals to sell at their highest level, and running effective meetings Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills Powerful ideas, suggestions, real-life stories, and practices from successful companies

Hiring the bestp. 11
Testing potential candidatesp. 29
Training essentialsp. 43
Motivation strategies that workp. 61
Making the most of sales meetingsp. 77
Understanding and using awardsp. 87
Incentive plans that boost performancep. 95
Managing a variety of personalitiesp. 115
Coaching your staffp. 135
The essentials of team buildingp. 149
Implementing an effective sales processp. 155
Choosing and implementing effective CRM technologyp. 165
A manager's guide to ethicsp. 181
The ins and outs of compensationp. 191
Best practices in sales managementp. 203
Managing with psychologyp. 209
Navigating change managementp. 221
Above all, be a leaderp. 233
Success tipsp. 253
Test your skillsp. 261
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9780071476027
ISBN-10: 0071476024
Series: Sellingpower Library
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 264
Published: 1st February 2007
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 24.2 x 19.5  x 2.6
Weight (kg): 0.72
Edition Number: 1