The art of modern sales management : driving performance in a connected world

The art of modern sales management driving performance in a connected world

Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected...

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Detalles Bibliográficos
Autor principal: McClay, Renie (-)
Otros Autores: McClay, Renie, editor (editor)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Alexandria, VA : American Society for Training & Development [2014]
Edición:1st edition
Materias:
Sales management.
Organizational behavior.
Teams in the workplace.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629494306719
Tabla de Contenidos:
  • Intro
  • Title Page
  • Copyright
  • Contents
  • Introduction
  • Chapter 1: Producing Performance-Terrence Donahue
  • Chapter 2: Coaching for Performance-Leonard Cochran
  • Chapter 3: Improving the Sales Call-Leo Tilley
  • Chapter 4: Managing the Sales Team Pipeline-Steve Gielda
  • Chapter 5: Selling Across Cultures-Anup Soans and Joshua Soans
  • Chapter 6: Managing Global Sales Teams-Claude Chadillon
  • Chapter 7: The Sales Manager's Role in Training-Sandy Stricker
  • Chapter 8: Leveraging Your EQ for Sales Effectiveness-Lou Russell
  • Chapter 9: The Hiring Dilemma: Advice for Sales Leaders-Joseph Anzalone
  • Chapter 10: Strategic Storytelling for Sales Managers-Alfredo Castro
  • Chapter 11: Social Media Marketing For Sales Managers-Glenn Raines
  • Chapter 12: Successfully Leading Virtual Teams-Renie McClay
  • Appendix: Sales Manager Skills Assessment-Ken Phillips.

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