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    The Sales Manager's Guide to Developing A Winning Sales Team

    By: Gerhard Gschwandtner

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    RRP: $52.99
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    ISBN
    9780071510660
    Date Released
    Binding
    eBook
     
     

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    Description
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    Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement.

    Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives

    Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation
    ISBN:
    9780071510660
    Publication Date:
    22 / 05 / 2007

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