rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: ProActive sales management
    sub title: how to lead, motivate, and stay ahead of the game
  name:
    name part: Miller, William
    name part: 1955-
    role:
      role term: creator
  type of resource: text
  genre: bibliography
  genre: Electronic books.
  origin info:
    place:
      place term: nyu
    place:
      place term: New York
    publisher: AMACOM
    date issued: 2001
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: remote
    extent: 1 online resource (xvi, 239 pages)
  abstract: Annotation All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales ... instead of adopting the new skills that will make them great managers. This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: regain control of their time -- create a proactive sales culture -- motivate a sales team -- manage to simple yet powerful metrics -- weed out failures quickly -- effectively coach and counsel up and down the sales organization -- measure not to revenue, but to the things that create revenue -- reduce reports to one sheet of paper and 10 minutes a week -- forecast more confidently -- manage the sales organization the way it should be managed.
  table of contents: Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager 1 -- Chapter 2 Sales Cultures and the Ability to Communicate Them 25 -- Chapter 3 Manage the Right Things--Time and People 43 -- Chapter 4 Finding and Recruiting the Best Sales Team 65 -- Chapter 5 Corrective Action 129 -- Chapter 6 ProActive Management Skills 145 -- Chapter 7 If You Can't Measure It, Why Do It? 167 -- Chapter 8 Territory Planning, Compensation, and Rewards 189 -- Chapter 9 Sales Meetings 213 -- Chapter 10 Create the ProActive Action Plan 221.
  note: William "Skip" Miller.
  note: Includes bibliographical references and index.
  note: English.
  subject:
    topic: Sales management
  subject:
    topic: Ventes
    topic: Gestion
  subject:
    topic: BUSINESS & ECONOMICS
    topic: Sales & Selling
    topic: Management
  subject:
    topic: Sales management
  classification: HF5438.4 .M543 2001eb
  classification: 658.8/1
  related item:
    title info:
      title: ProActive sales management
    name:
      name part: Miller, William, 1955-
    origin info:
      publisher: New York : AMACOM, 2001
    identifier: (DLC) 00045122
    identifier: (OCoLC)44914193
  identifier: 0814425569
  identifier: 9780814425565
  identifier: 0814405452
  identifier: 9780814405451
  identifier: 00045122
  identifier: 0814405452 O'Reilly Media
  identifier: https://proxy.library.tamu.edu/login
  record info:
    record content source: N$T
    record creation date: 010417
    record change date: 20260123222056.5
    record identifier: in00004747689
    language of cataloging:
      language term: eng