Sales management / Brian Tracy
Material type:
TextPublication details: New York: AMACOM--American Management Association, c2015Description: 123 pages ; 11 cmISBN: 9780814436295Subject(s): SALES MANAGEMENT | LEADERSHIPLOC classification: HF 5438 .T73 2015
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LRC - Annex II | National University - Manila | Gen. Ed. - CBA | General Circulation | GC HF 5438 .T73 2015 (Browse shelf (Opens below)) | c.1 | Available | NULIB000013987 |
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| GC HF 5437 .H46 1991 Purchasing : principles and applications / | GC HF 5438 .A85 2017 The Psychology of salesmanship : secrets of instant rapport / | GC HF 5438 .S78 2003 Management of a sales force / | GC HF 5438 .T73 2015 Sales management / | GC HF 5515.I56 .V35 2000 c.2 The Power of goals : how to achieve outstanding success / | GC HF 5546 .F37 [c?] Office Training / | GC HF 5547 .S73 1981 Successful management of large clerical operations : a guide to effective service transaction systems / |
Includes index.
1 The Role of the Sales Manager --
2 Build a Great Sales Team --
3 Select Champions --
4 Start Them Off Right --
5 Manage by Sales Objectives --
6 The Psychology of Sales Success --
7 Practice the Performance Formula --
8 Improve Your Leadership Style --
9 Reward Sales Performance --
10 Develop Winning Salespeople --
11 Plan Sales Activities --
12 Satisfy Salespeople's Basic Needs --
13 Keep Them Focused --
14 Use the CANEI Method --
15 Brainstorm for Sales Improvements --
16 Discipline Salespeople Effectively --
17 Let Your Poor Performers Go --
18 Lead by Example --
19 The Control Valve on Performance --
20 Four Keys to Building Salespeople --
21 Courage, the Vital Quality of Success
This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions Start them off on the right foot Establish clear objectives Determine a sales plan Inspire singleness of purpose Demonstrate respect and appreciation Motivate people with the right incentives Boost their self-concept to boost revenue Develop winners through continuous coaching and training Brainstorm sales solutions Measure results Conduct game-changing performance reviews Discipline effectively De-hire poor performers Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
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