The secrets of great sales management : advanced strategies for maximizing performance
by
 
Simpkins, Robert A., 1945-

Title
: 
The secrets of great sales management : advanced strategies for maximizing performance

Author
: 
Simpkins, Robert A., 1945-

ISBN
: 
9780814472385

Personal Author
: 
Simpkins, Robert A., 1945-

Publication Information
: 
New York : American Management Association, c2004.

Physical Description
: 
xii, 212 p. ; 24 cm.

General Note
: 
Includes index.

Contents
: 
Ch. 1. The changing world of sales management -- Ch. 2. Planning for today and tomorrow -- Ch. 3. Crafting the professional sales force -- Ch. 4. Finding the talent -- Ch. 5. Strengthening the sales team -- Ch. 6. Compensation programs that drive superior performance -- Ch. 7. Now lead : measuring and managing performance -- Ch. 8. Coaching and counseling -- Ch. 9. Looking toward the future.

Subject Term
: 
Sales management.
 
Sales personnel -- Training of.

Electronic Access
: 
Table of contents http://www.loc.gov/catdir/toc/ecip0415/2004004340.html


LibraryMaterial TypeItem BarcodeShelf NumberCopy
IIEMSAGeneral Books33168015765312658.81 S612S 20041