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

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Title:

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

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168015765312	658.81 S612S 2004	1	Searching... Unknown

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Summary

Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. The Secrets of Great Sales Management shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve. This powerful book gives readers practical strategies to: * clarify short-, medium-, and long-term goals * create and communicate team objectives * establish new performance standards and measurements * improve development and training initiatives * build compensation plans that drive stated objectives * create career development plans for team members By helping sales managers build stronger connections between front-line strategies and boardroom expectations, The Secrets of Great Sales Management will help readers ensure both organizational and individual success." "