000			03744nam a22004333i 4500
001			EBC3116984
003			MiAaPQ
005			20240729124626.0
006			m o d |
007			cr cnu||||||||
008			240724s1990 xx o ||||0 eng d
020			_a9781560520313 _q(electronic bk.)
020			_z9781560520313
035			_a(MiAaPQ)EBC3116984
035			_a(Au-PeEL)EBL3116984
035			_a(CaPaEBR)ebr10058902
035			_a(OCoLC)922967138
040			_aMiAaPQ _beng _erda _epn _cMiAaPQ _dMiAaPQ
050		4	_aHF5438.4.J64 1990
100	1		_aJohnson, Tom.
245	1	0	_aEffective Sales Management : _bHow to Build a Winning Sales Team.
250			_a1st ed.
264		1	_aMenlo Park : _bCourse Technology Crisp, _c1990.
264		4	_c©1990.
300			_a1 online resource (94 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
505	0		_aTITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- ABOUT THE SERIES -- TABLE OF CONTENTS -- SECTION I What Sales Management Is All About -- SETTING YOUR OBJECTIVES -- TEN QUALITIES OF A WINNING SALES MANAGER -- SELF-TEST: BECOMING A SALES MANAGER -- WHAT SUCCESSFUL SALES MANAGERS DO -- WHAT SUCCESSFUL SALES MANAGERS DON'T DO -- TIME MANAGEMENT -- AM I RIGHT FOR SALES MANAGEMENT? -- SELF-ASSESSMENT: SALES MANAGEMENT SKILLS -- SECTION II Recruiting -- BEGINNING YOUR SEARCH -- SELECTING YOUR SALES TEAM: EXERCISE -- CONDUCTING THE INTERVIEW -- EVALUATING CANDIDATES -- HIRING AND THE LAW -- MAKING THE HIRING DECISION -- MAKING THE OFFER -- CASE STUDY #1 THE TURNOVER DILEMMA -- CHECKING REFERENCES -- SECTION III Training -- GETTING OFF TO A GOOD START -- PUTTING YOUR TRAINING PLAN TOGETHER -- KEYS TO TRAINING SALESPEOPLE -- A TWO DAY TRAINING PROGRAM -- EXERCISE: TRAINING SALESPEOPLE -- RATE YOURSELF AS A SALES TRAINER -- TRAINING NEVER ENDS -- SECTION IV Motivating and Managing Salespeople -- POSITIVE MOTIVATION -- SET A GOOD EXAMPLE -- CONCENTRATE ON PRODUCTIVITY -- PROSPECTING -- CLOSING -- HOW TO SUSTAIN HIGH PERFORMANCE -- SALES MANAGER'S TROUBLESHOOTING GUIDE -- SELF ASSESSMENT -- FOSTERING A HIGH PRODUCTIVITY ENVIRONMENT -- QUOTAS AND INCENTIVES-1 -- QUOTAS AND INCENTIVES-2 -- SECTION V Evaluating Your Sales Team -- COMMUNICATION -- HOW TO CONDUCT A PERFORMANCE APPRAISAL -- A PERFORMANCE APPRAISAL CHECK LIST FOR MANAGERS -- I PERSONAL PREPARATION -- II CONDUCTING THE APPRAISAL DISCUSSION -- III CLOSING THE DISCUSSION -- IV POST-APPRAISAL FOLLOW UP -- FOLLOWING UP-THREE SUGGESTIONS -- TWO KEYS TO SUPERIOR PERFORMANCE -- RECOGNIZING AND ADDRESSING PROBLEMS -- COMPENSATION GUIDELINES -- Cash -- Non cash -- Incentives -- Rewarding Veterans-a Special Case -- CORRECTING/ADJUSTING COMPENSATION -- Mistakes: -- TERMINATIONS -- SECTION VI Some Final Thoughts.
505	8		_aSOME FINAL THOUGHTS -- MOVING FROM SUCCEED TO EXCEL -- YOUR ATTITUDE CAN MOVE YOU TO GREATNESS -- VOICE OF EXPERIENCE -- REWARDS FOR TOP ACHIEVERS -- SELF-ASSESSMENT: -- DEVELOP A PERSONAL ACTION PLAN -- GROWING AS A SALES MANAGER -- THE PERFECT SALES MANAGER.
588			_aDescription based on publisher supplied metadata and other sources.
590			_aElectronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
650		0	_aSales management.
655		4	_aElectronic books.
700	1		_aCrisp, Michael.
776	0	8	_iPrint version: _aJohnson, Tom _tEffective Sales Management _dMenlo Park : Course Technology Crisp,c1990 _z9781560520313
797	2		_aProQuest (Firm)
856	4	0	_uhttps://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116984 _zClick to View
999			_c70664 _d70664