The sales manager's success manual / Wayne M. Thomas.
Material type:
TextPublisher: 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 | Item type | Current library | Call number | Copy number | Status | Notes | Date due | Barcode |
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Female Library | HF5438.4 .T46 2008 (Browse shelf (Opens below)) | 1 | Available | STACKS | 51952000103387 | |
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Main Library | HF5438.4 .T46 2008 (Browse shelf (Opens below)) | 1 | Available | STACKS | 51952000132813 |
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| HF5438.4 .H374 2007 Harvard business review on strategic sales management. | HF5438.4 .L46 2016 Achieving a strategic sales focus : contemporary issues and future challenges / | HF5438.4 .S78 2008 Management of a sales force / | HF5438.4 .T46 2008 The sales manager's success manual / | HF5438.4 .W45 2016 The sales boss : the real secret to hiring, training and managing a sales team / | HF5438.5 .P4845 2015 The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale / | HF5438.8 .P75 G793 2007 The psychology of sales success : learn to think like your customer to close every sale / |
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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