The sales manager's success manual

Record details

ISBN: 9780814409787 (electronic bk.)
ISBN: 0814409784 (electronic bk.)
Physical Description: remote
1 online resource (xii, 228 pages) : illustrations
Publisher: New York : AMACOM, [2008]
Copyright: ©2008

Bibliography, etc. Note:	Includes bibliographical references (pages 213-220) and index.
Formatted Contents Note:	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.
Source of Description Note:	Description based on print version record.