The sales manager's success manual /
The book shows readers how to: hire the best sales force; foresee potential surprises; help reps make better decisions; save time and resources; target accurately for better results; and, work with the CEO and the rest of the company.
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Main Author: | |
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Format: | Electronic eBook |
Language: | English |
Published: |
New York :
AMACOM,
©2008.
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Subjects: | |
Online Access: | CONNECT |
Table of Contents:
- PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility
- The sales force
- Sales environment
- Sales control and policies
- Channels
- Product/market match
- Competition
- The customer
- The market
- PART II. PERSONAL COACHING. Facts-in-the-Future (tm)
- The truth about statistics, or why you need a BS (bad statistics) filter
- The gullibility factor
- Intuition
- How much information is enough?
- Mind games
- Walk a mile in the CFO's shoes
- The brain of a sales manager
- Evolution in sales management
- The CEO and sales force success
- Perception sticks like glue
- FAQs: frequently asked questions
- Notes
- Bibliography
- Index.