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ProActive sales managementhow to lea...

Miller, William,1955-

ProActive sales managementhow to lead, motivate, and stay ahead of the game /

レコード種別:	コンピュータ・メディア : 単行資料
タイトル / 著者:	ProActive sales management/ William "Skip" Miller.
その他のタイトル:	how to lead, motivate, and stay ahead of the game /
著者:	Miller, William,
出版された:	New York :American Management Association,c2009.
記述:	1 online resource (xv, 240 p.) :ill.
注記:	Includes index.
主題:	Sales management. -
電子資源:	Click here for online access to this book (查閱全文) (EBSCO eBook)
国際標準図書番号 (ISBN):	9780814414576 (electronic bk.)
国際標準図書番号 (ISBN):	0814414575 (electronic bk.)

ProActive sales managementhow to lead, motivate, and stay ahead of the game /
Miller, William,1955-

ProActive sales managementhow to lead, motivate, and stay ahead of the game /[electronic resource] :William "Skip" Miller. - 2nd ed. - New York :American Management Association,c2009. - 1 online resource (xv, 240 p.) :ill.

Includes index.

ProActive sales manager : defining the new breed of sales manager -- Sales cultures and the ability to communicate them -- Manage the right things : time and people -- Finding and recruiting the best sales team -- Corrective action -- ProActive management skills -- If you can't measure it, why do it? -- Territory planning, compensation, and rewards -- Sales meetings -- Create the proActive action plan -- The technology of sales.

Today?s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: ? motivate a sales team ? get their sales team to prospect and qualify ? create a proactive sales culture ? effectively coach and counsel up and down the sales organization.

ISBN: 9780814414576 (electronic bk.)

Source: 218931MILSubjects--Topical Terms:

149458
Sales management.
Index Terms--Genre/Form:

172687
Electronic books.

LC Class. No.: HF5438.4 / .M543 2009eb

Dewey Class. No.: 658.8/1

ProActive sales managementhow to lead, motivate, and stay ahead of the game /
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520 $a Today?s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: ? motivate a sales team ? get their sales team to prospect and qualify ? create a proactive sales culture ? effectively coach and counsel up and down the sales organization.
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