Sales Manager's Guide to Developing a Winning Sales Team Critical Tools for Outstanding Results

Name: Sales Manager's Guide to Developing a Winning Sales Team Critical Tools for Outstanding Results
Price: 11.6 USD
Availability: InStock
ISBN: 9780071475846

ISBN-10: 0071475842

ISBN-13: 9780071475846

Edition: 2007

Authors: Gerhard Gschwandtner

List price: $34.95

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Description:

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,…

Book details

List price: $34.95
Copyright year: 2007
Publisher: McGraw-Hill Companies, The
Publication date: 5/24/2007
Binding: Hardcover
Pages: 240
Size: 7.50" wide x 9.50" long x 0.75" tall
Weight: 1.386
Language: English



Why you need this book to develop high-performing salespeople


The manager's problem solver


The three essential success factors


Knowledge review


Skills review


Motivation review


Essential readings for individual growth


Getting past gatekeepers


Generating leads


Perfecting product knowledge


Outselling your competition


Dealing with difficult customers


Win-win negotiations


Making the most at trade shows


Keys to successful travel


Cold calling for results


E-mail as a sales tool


Getting attention with sales letters


Leaving effective voice mails


Keys for strong communications


Follow-up strategies


Writing winning proposals


Handling objections


Closing essentials


Teleselling skills


Mastering customer service


Ethics in thought and action


Being a professional in every way


Working with your boss


Keys to self-improvement


Stress-reduction basics


Always strive for success