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ProActive sales management : how to lead, motivate, and stay ahead of the game /

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Bibliographic Details
Main Author: Miller, William, 1955-
Corporate Author: EBSCOhost
Format: eBook
Language:English
Language Notes:English.
Published: New York : American Management Association, ©2009.
Edition:2nd ed.
Subjects:
Sales management.
Ventes > Gestion.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Electronic books.
Online Access:Connect to the full text of this electronic book
Table of Contents:
  • ProActive sales manager : defining the new breed of sales manager
  • Sales cultures and the ability to communicate them
  • Manage the right things : time and people
  • Finding and recruiting the best sales team
  • Corrective action
  • ProActive management skills
  • If you can't measure it, why do it?
  • Territory planning, compensation, and rewards
  • Sales meetings
  • Create the proActive action plan
  • The technology of sales.