The sales manager's success manual
Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager’s Success Manual provides...
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| Autor Corporativo: | |
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM/American Management Association
c2008
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| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627821006719 |
Tabla de Contenidos:
- 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.
