000			02289nam a2200229Ia 4500
003			NULRC
005			20250520102825.0
008			250520s9999 xx 000 0 und d
020			_a9780814436295
040			_cNULRC
050			_aHF 5438 .T73 2015
100			_aTracy, Brian _eauthor
245		0	_aSales management / _cBrian Tracy
260			_aNew York : _bAMACOM, _cc2015
300			_a123 pages ; _c11 cm.
365			_bUSD15.07
504			_aIncludes index.
505			_a1 The Role of the Sales Manager -- 2 Build a Great Sales Team -- 3 Select Champions -- 4 Start Them Off Right -- 5 Manage by Sales Objectives -- 6 The Psychology of Sales Success -- 7 Practice the Performance Formula -- 8 Improve Your Leadership Style -- 9 Reward Sales Performance -- 10 Develop Winning Salespeople -- 11 Plan Sales Activities -- 12 Satisfy Salespeople's Basic Needs -- 13 Keep Them Focused -- 14 Use the CANEI Method -- 15 Brainstorm for Sales Improvements -- 16 Discipline Salespeople Effectively -- 17 Let Your Poor Performers Go -- 18 Lead by Example -- 19 The Control Valve on Performance -- 20 Four Keys to Building Salespeople -- 21 Courage, the Vital Quality of Success
520			_aThis book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions Start them off on the right foot Establish clear objectives Determine a sales plan Inspire singleness of purpose Demonstrate respect and appreciation Motivate people with the right incentives Boost their self-concept to boost revenue Develop winners through continuous coaching and training Brainstorm sales solutions Measure results Conduct game-changing performance reviews Discipline effectively De-hire poor performers Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
650			_aSALES MANAGEMENT
942			_2lcc _cBK
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