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| 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. |
| General note | Includes index. |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Genre/form | Electronic books. |
| LCCN | 2015009452 |
| ISBN | 9780814436295 (hardcover : alk. paper) |
