Making millions in direct sales : the 8 essential activities direct sales managers must do every day to build a successful team and earn more money /
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York :
McGraw-Hill,
[2005]
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| Subjects: | |
| Online Access: | Table of contents |
Table of Contents:
- 1st essential activity: sell
- Set the example
- Champion field training
- 2nd essential activity: prospect
- Seize all the market, all the time
- Hail the classics: door to door and telephone appointment
- Furnish quality company leads
- Generate abundant local leads
- Boost exhibition sales
- 3rd essential activity: hire
- Exploit seventeen powerful, proven recruiting techniques
- Use the ten-step job-selling interview
- 4th essential activity: train
- Launch the new recruit
- Keep new sales associates one more week
- Rouse the veterans
- Liven up your classroom techniques
- Exploit the power of off-site meetings
- Conduct exciting sales meetings
- 5th essential activity: replicate yourself
- Start with the first step: the GL
- Delegate
- Grow through keyman training
- 6th essential activity: motivate
- Visualize the all-consuming goal
- Make the most of the 14 greatest motivators
- Utilize the goal-setting process
- Design winning sales contests
- 7th essential activity: manage
- Improve time management
- Promote quality customer service and upgrades
- Develop selling and prospecting tools
- Take advantage of the Internet
- 8th essential activity: lead
- Avoid the 12 career-wrecking demons
- Broaden leadership characteristics
- Build a charismatic persona.