Sales management

Publication date 2015 Topics Sales management, Leadership Publisher New York : AMACOM, American Management Association Collection internetarchivebooks; printdisabled Contributor Internet Archive Language English Item Size 444.8M

123 pages ; 17 cm

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 -- Keep them focused -- 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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