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    The sales manager's success manual / Wayne M. Thomas.

    By: Thomas, Wayne MMaterial type: TextTextPublisher: New York : AMACOM, c2008Description: xii, 228 p. : ill. ; 24 cmISBN: 9780814480502; 0814480500Subject(s): Sales management | SellingDDC classification: 658.8/1 LOC classification: HF5438.4 | .T46 2008Online resources: Table of contents only
    Partial contents:
    PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO's shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HF5438.4 .T46 2008 (Browse shelf (Opens below)) 1 Available STACKS 51952000103387
    Books Books Main Library
    		HF5438.4 .T46 2008 (Browse shelf (Opens below)) 1 Available STACKS 51952000132813

    Includes bibliographical references (p. 213-220) and index.

    PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO's shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index.

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