Synopsis
About The Author Acknowledgments Preface Part I : Managing and Motivating Your Sales Force Chapter 1. : From “Doing Manager” to “Managing Manager” Chapter 2. : Becoming A Proactive Manager Chapter 3. : Refining Your Management Style Chapter 4. : The Role of Self-Esteem in Successful Sales Management Chapter 5. : Creating an Atmosphere for Achievement Part II : Managing The Selling Process Chapter 6. : Hiring New Salespeople Chapter 7. : Formal and Informal Communications Chapter 8. : Managing Information and Paperwork Chapter 9. : Strengthening Your Strategic Focus Chapter 10. : Coaching Your Salespeople Chapter 11. : Focusing on The Future Conclusion Appendix : Sales Management Forms Index
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Leading Your Sales Team
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