Details

The Ultimate Sales Managers' Guide


The Ultimate Sales Managers' Guide


1. Aufl.

von: John Klymshyn

24,99 €

Verlag: Wiley
Format: PDF
Veröffentl.: 30.09.2006
ISBN/EAN: 9780470069967
Sprache: englisch
Anzahl Seiten: 240

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

<p><b>Praise for <i>The Ultimate Sales Managers' Guide</i></b></p> <p>"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."<br />—<b>Rand Sperry</b>, cofounder, Sperry Van Ness, Commercial Real Estate Advisors</p> <p>"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization."<br />—<b>Jim Keenan</b>, President and CEO, Spherion (Canadian Operations)</p> <p>"In thirty-two years of selling and managing the sales process, I found <i>The Ultimate Sales Managers' Guide</i> to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind."<br />—<b>Andy Anderson</b>, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts</p> <p>"Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step."<br />—<b>Paula Kutka</b>, Editor in Chief, <i>staffdigest</i> magazine</p> <p>"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."<br />—<b>Tim Pulte</b>, Executive Managing Director, GVA Smith Mack</p>
FOREWORD. <p>ACKNOWLEDGMENTS.</p> <p>ABOUT THE AUTHOR.</p> <p>INTRODUCTION.</p> <p><b>Part I Finding, Keeping, and Releasing Salespeople.</b></p> <p>1 HIRING.</p> <p>2 TRAINING.</p> <p>3 PERFORMANCE EVALUATION.</p> <p>4 THE THREE-TIERED SALES TEAM.</p> <p>5 REWARDS AND RECOGNITION.</p> <p>6 WHEN TO FIRE A SALESPERSON.</p> <p><b>Part II Sales Meetings.</b></p> <p>7 GROUP MEETINGS.</p> <p>8 ONE-ON-ONE MEETINGS—FIFTEEN MINUTES OF FAME.</p> <p><b>Part III Planning and Preparation.</b></p> <p>9 GOALS LEAD TO GREATNESS.</p> <p>10 THE THREE-STEP BUSINESS PLAN.</p> <p>11 TEN TASKS TODAY.</p> <p><b>Part IV Skills All Salespeople Should Have.</b></p> <p>12 COLD CALLING.</p> <p>13 PRESENTATION SKILLS.</p> <p>14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.</p> <p>15 EXPECTATION MANAGEMENT.</p> <p>APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.</p> <p>APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.</p> <p>INDEX.</p>
<b>JOHN KLYMSHYN</b> has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm.
<b>Praise for <i>The Ultimate Sales Managers' Guide</i></b> <p>"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."<br /> —<b>Rand Sperry</b>, cofounder, Sperry Van Ness, Commercial Real Estate Advisors</p> <p>"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization."<br /> —<b>Jim Keenan</b>, President and CEO, Spherion (Canadian Operations)</p> <p>"In thirty-two years of selling and managing the sales process, I found <i>The Ultimate Sales Managers' Guide</i> to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind."<br /> —<b>Andy Anderson</b>, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts</p> <p>"Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step."<br /> —<b>Paula Kutka</b>, Editor in Chief, <i>staffdigest</i> magazine</p> <p>"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."<br /> —<b>Tim Pulte</b>, Executive Managing Director, GVA Smith Mack</p>

Diese Produkte könnten Sie auch interessieren:

Fanatical Prospecting
Fanatical Prospecting
von: Jeb Blount, Mike Weinberg
PDF ebook
20,99 €
Convert Every Click
Convert Every Click
von: Benji Rabhan
EPUB ebook
9,99 €
Convert Every Click
Convert Every Click
von: Benji Rabhan
PDF ebook
9,99 €