Value-Added Sales Management
Creating the Value Added Sales Culture
by Tom Reilly
Value-Added Sales Management is a comprehensive guide for sales managers—new or experienced. While sales managers are the change agents for their sales organizations, most of them are unprepared for the challenge. Tom Reilly focuses on the dynamics of how managers create the value added sales culture and unleash the potential of their sales forces:
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Management and leadership;
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Selection techniques for hiring the best;
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Training and development;
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Establishing sales objectives;
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Coaching for high performance;
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Compensation trends and strategies;
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Motivating plateaued salespeople.
Book: $12.95 ISBN 0-8092-3787-3