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Sales management / Brian Tracy

By: Material type: TextTextLanguage: English Publication details: New Delhi: Manjul Publisging House, 2018.Description: 123p.; 18cmISBN:
  • 9789387383067
Subject(s): DDC classification:
  • 658.81 TRA
Contents:
Introduction The role of the sales manager Build a great sales team Selecting champions Start them off right Manage by sales objectives The psychology of sales success Practice the performance formula Improve your leadership style Reward sales performance Develop winning salespeople Plan sales activities Satisfy salespeople's basic needs The 80/20 rule in sales management Use the canei method Brainstorming for sales improvements Discipline salespeople effectively Let your poor performers go Lead by example The control valve on performance Four keys to building salespeople Courage, the vital quality of success
Summary: The job of the sales manager is to recruit, manage, and motivate 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.
List(s) this item appears in: New Arrivals - August 1st to 31st 2024
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Books Institute of Public Enterprise, Library S Campus 658.81 TRA (Browse shelf(Opens below)) Available 48723

Includes index (p.119 - 123)

Introduction
The role of the sales manager
Build a great sales team
Selecting champions
Start them off right
Manage by sales objectives
The psychology of sales success
Practice the performance formula
Improve your leadership style
Reward sales performance
Develop winning salespeople
Plan sales activities
Satisfy salespeople's basic needs
The 80/20 rule in sales management
Use the canei method
Brainstorming for sales improvements
Discipline salespeople effectively
Let your poor performers go
Lead by example
The control valve on performance
Four keys to building salespeople
Courage, the vital quality of success

The job of the sales manager is to recruit, manage, and motivate 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.

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