The sales manager's success manual

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Thomas is the CEO of a sales management consulting firm whose clients include AT&T, Spring, Nortel, and Novell; he is a previous winner of IBM's Golden Circle Award, the company's highest recognition for sales professionals. He offers sales managers an array of tools and strategies for achieving success as they deal with the challenging circumstances encountered in sales management. The text examines the elements of taking a team to market, including how to identify and address potential problems in that process; explores methods and tools to help sales managers make better decisions and to understand how their sales reps think; and discusses how research findings can be effectively applied in sales management to achieve success. Annotation ©2007 Book News, Inc., Portland, OR (
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full_title sales manager s success manual
author thomas wayne m
grouping_category book
lastUpdate 2017-08-14 05:04:19AM

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physical xii, 228 p. : ill. ; 24 cm.
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table_of_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.
target_audience Other
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title The sales manager's success manual
title_display The sales manager's success manual
title_full The sales manager's success manual [electronic resource] / Wayne M. Thomas
title_short The sales manager's success manual
title_sort sales manager's success manual