| Description |
1 online resource (xii, 228 pages) : illustrations |
| Bibliography |
Includes bibliographical references (pages 213-220) and index. |
| 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. |
| Summary |
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. |
| Language |
English. |
| Subject |
Sales management.
|
|
Selling.
|
|
Ventes -- Gestion. |
|
Vente. |
|
selling. |
|
Sales management |
|
Selling |
| Other Form: |
Print version: Thomas, Wayne M. Sales manager's success manual. New York : AMACOM, ©2008 9780814480502 0814480500 (DLC) 2007021977 (OCoLC)137244749 |
| ISBN |
9780814409787 (electronic bk.) |
|
0814409784 (electronic bk.) |
|
1281128228 |
|
9781281128225 |
|
9786611128227 |
|
6611128220 |
|
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