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

出版者:McGraw-Hill

作者:Gschwandtner, Gerhard

页数:220

出版时间:2007-6

价格:$ 39.49

装帧:HRD

isbn号码:9780071475846

图书标签:市场营销

Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system you can use to guide your 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.