Sales Management (the Brian Tracy Success Library)

Weitere Formate

The job of the sales manager is to recruit, manage, andmotivate a top team of high-performing sales professionals. This book shows you how to do it.World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest - and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:Select and recruit sales championsStart them off on the right footEstablish clear objectivesDetermine a sales planInspire singleness of purposeDemonstrate respect and appreciationMotivate people with the right incentivesBoost their self-concept to boost revenueDevelop winners through continuous coaching and trainingBrainstorm sales solutionsUse quality circles to increase engagement and explore improvementsMeasure resultsConduct game-changing performance reviewsDiscipline effectivelyDe-hire poor performersLead by exampleA compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
… weiterlesen
  • Artikelbild-0

    Introduction 1

    1 The Role of the Sales Manager 5

    2 Build a Great Sales Team 9

    3 Select Champions 14

    4 Start Them Off Right 20

    5 Manage by Sales Objectives 25

    6 The Psychology of Sales Success 31

    7 Practice the Performance Formula 37

    8 Improve Your Leadership Style 43

    9 Reward Sales Performance 49

    10 Develop Winning Salespeople 54

    11 Plan Sales Activities 58

    12 Satisfy Salespeople's Basic Needs 64

    13 Keep Them Focused 70

    14 Use the CANEI Method 75

    15 Brainstorm for Sales Improvements 82

    16 Discipline Salespeople Effectively 88

    17 Let Your Poor Performers Go 94

    18 Lead by Example 100

    19 The Control Valve on Performance 106

    20 Four Keys to Building Salespeople 110

    21 Courage, the Vital Quality of Success 116

    Index 119

In den Warenkorb



Einband gebundene Ausgabe
Seitenzahl 128
Altersempfehlung ab 18
Erscheinungsdatum 08.07.2015
Sprache Englisch
ISBN 978-0-8144-3629-5
Reihe Brian Tracy Success Library
Verlag Harper Collins (US)
Maße (L/B/H) 16.3/11.4/1.5 cm
Gewicht 161 g
Buch (gebundene Ausgabe, Englisch)
Buch (gebundene Ausgabe, Englisch)
Fr. 9.90
Fr. 9.90
inkl. gesetzl. MwSt.
inkl. gesetzl. MwSt.
zzgl. Versandkosten
Versandfertig innert 4 - 7 Werktagen,  Kostenlose Lieferung ab Fr.  30 i
Versandfertig innert 4 - 7 Werktagen
Kostenlose Lieferung ab Fr.  30 i
In den Warenkorb
Vielen Dank für Ihr Feedback!
Entschuldigung, beim Absenden Ihres Feedbacks ist ein Fehler passiert. Bitte versuchen Sie es erneut.
Ihr Feedback zur Seite
Haben Sie alle relevanten Informationen erhalten?


Es wurden noch keine Bewertungen geschrieben.