TY  - BOOK
AU  - Klymshyn,John
TI  - The ultimate sales managers' guide
SN  - 9781119202226
AV  - HF5438.4 .K55 2006
U1  - 658.8/1 22
PY  - 2006///
CY  - Hoboken, N.J.
PB  - Wiley
KW  - Sales management
KW  - Handbooks, manuals, etc
KW  - Selling
KW  - Ventes
KW  - Gestion
KW  - Guides, manuels, etc
KW  - Vente
KW  - BUSINESS & ECONOMICS
KW  - Sales & Selling
KW  - Management
KW  - bisacsh
KW  - fast
KW  - Handbooks and manuals
N1  - Includes index; Hiring -- Training -- Performance evaluation -- The three-tiered sales team -- Rewards and recognition -- When to fire a salesperson -- Group meetings -- One-on-one meetings : fifteen minutes of fame -- Goals lead to greatness -- The three-step business plan -- Ten tasks today -- Cold calling -- Presentation skills -- Closing techniques all salespeople should know -- Expectation management
N2  - A practical, prescriptive guide to managing a sales team The Ultimate Sales Managers' Guide provides real-world solutions to challenges faced by sales managers with all levels of experience. It addresses the most important issues facing sales managers today and offers proven guidance on all the major aspects of the job
UR  - https://onlinelibrary.wiley.com/doi/book/10.1002/9781119202226
ER  -