Sales Management: The Brian Tracy Success Library

CONTENTS Introduction 1 1 The Role of the Sales Manager 5 2 Build a Great Sales Team 9 3 Select Champions 14 4 Start Them Off Right 20 5 Manage by Sales Objectives 25 6 The Psychology of Sales Success 31 7 Practice the Performance Formula 37 8 Improve Your Leadership Style 43 9 Reward Sales Performance 49 10 Develop Winning Salespeople 54 11 Plan Sales Activities 58 12 Satisfy Salespeople's Basic Needs 64 13 Keep Them Focused 70 14 Use the CANEI Method 75 15 Brainstorm for Sales Improvements 82 16 Discipline Salespeople Effectively 88 17 Let Your Poor Performers Go 94 18 Lead by Example 100 19 The Control Valve on Performance 106 20 Four Keys to Building Salespeople 110 21 Courage, the Vital Quality of Success 116 Index 119

Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.

• Vendas e marketing

sales manager; sales management; brian tracy; how to develop a sales team; brain tracy; how to determine a sales plan; how to develop a sales plan; how to recruit sales people; sales solutions