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Managing for sales results : a fast-action guide for finding, coaching, and leading salespeople /

By: Marks, Ron, 1961-.
Publisher: Hoboken, N.J. : John Wiley & Sons, c2008Description: xv, 206 p. ; 23 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9780470173275; 9780470173275:; 0470173270.Subject(s): Sales management | Management | Sales personnel -- Recruiting | Selling | Industrial relationsDDC classification: 658.3044
Contents:
Sales management versus sales leadership -- Building an effective, performance-dedicated team -- Results-targeted interviewing and hiring -- Training your sales organization to produce superior results consistently -- How to run sales meetings that matter -- Motivating and counseling your sales force -- Handling terminations easier and better.
Summary: A step-by-step methodology for recruiting and selecting top sales candidates, this title looks at various methods for recruiting salespeople, from the traditional to the radical, and shows sales managers how to make the smartest hiring choices.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.3044 MAR (Browse shelf(Opens below)) 1 Available 0077267
Total holds: 0

Sales management versus sales leadership -- Building an effective, performance-dedicated team -- Results-targeted interviewing and hiring -- Training your sales organization to produce superior results consistently -- How to run sales meetings that matter -- Motivating and counseling your sales force -- Handling terminations easier and better.

A step-by-step methodology for recruiting and selecting top sales candidates, this title looks at various methods for recruiting salespeople, from the traditional to the radical, and shows sales managers how to make the smartest hiring choices.

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