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销售业绩管理：销售人员的发现、指导与领导指南Managing for Sales Results : A Fast-Action Guide for Finding, Coaching, and Leading Salespeople书籍详细信息
- ISBN：9780470173275
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2007-12
- 页数：暂无页数
- 价格：185.70
- 纸张：胶版纸
- 装帧：精装
- 开本：16开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.
书籍目录：
Foreword
Acknowledgments
Introduction
1 Sales Management Versus Sales Leadership
2 Building an Effective Performance Dedicated Team
3 Results-Targeted Interviewing and Hiring
4 Training Your Sales Organization to Produce Superior Results Consistently
5 How to Run Sales Meetings That Matter
6 Motivating and Counseling Your Sales Force
7 Handling Terminations Easier and Better
Conclusion
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书籍摘录：
Ron Marks began conducting sales management seminars in conjunction with internationally known sales trainer Tom Hopkins in 1999. He has since trained well over 50,000 sales managers on how to recruit, hire, train, motivate, and fire salespeople with efficiency. In addition to managing his own company, Ron teaches?sales management at Paradise Valley Community College in Phoenix, Arizona. For more information, visit Ron's web site at www.resultsseminars.com.
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编辑推荐
Some say that managing salespeople is like commanding a ship. As captain, you hold the responsibility of guiding your crew and keeping the ship afloat. Unfortunately, sales managers almost never receive proper training, and without the proper skills, they end up crashing their company on the rocks.
But now, sales managers can turn to Managing for Sales Results for the answers they've been looking for. It assists you in improving your leadership and communication skills and provides valuable information on how to handle every type of salesperson. Packed with step-by-step guidance, this practical sales guide will help you lead your staff to greater profit.
This comprehensive guide explores the unique behavioral styles of salespeople and shows you how to work with their diverse personalities. You'll soon be able to forge a loyal, dedicated, and effective sales team and master the critical core competencies that sales managers need to succeed in today's sales world.
From interviewing candidates to training new hires to managing established sales pros, Managing for Sales Results covers every aspect of quality team-building and sales management. Plus, you'll learn how to design and implement team sales strategies that lead to lasting success.
Step by step, Managing for Sales Results will help you build an effective, devoted team and lead them to consistent, superior results. Based on his long experience as a top-performing salesperson, Ron Marks gives you the proven and practical guidance needed to motivate individuals and teams, counsel salespeople for improved sales results, and maintain consistent and positive morale.
This expert, comprehensive guide is the only resource today's sales manager needs to improve sales performance and ensure lasting competitive advantage.
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