The sales manager's success manual
Today's sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager's Success Manua...
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| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York
AMACOM
2008
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| Subjects: | |
| Online Access: | Click Here to View Status and Holdings. |
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Add Tag | Summary: | Today's sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager's Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, 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 * work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager's Success Manual is a one-of-a-kind book no sales manager should be without. |
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| Physical Description: | xii, 228 pages illustrations 24 cm |
| Bibliography: | Includes bibliographical references and index |
| ISBN: | 9780814480502 0814480500 |
Sales and sales management