Sales Management (The Brian Tracy Success Library)

 Sales Management (The Brian Tracy Success Library)

Author: Brian Tracy
Pub Date: July 2015
Print Edition: $9.95
Print ISBN: 9780814436295
Page Count: 128
Format: Hardback
e-Book ISBN: 9780814436301

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Table of Contents


Introduction 1

1 The Role of the Sales Manager 5

2 Build a Great Sales Team 9

3 Select Champions 14

4 Start Them Off Right 20

5 Manage by Sales Objectives 25

6 The Psychology of Sales Success 31

7 Practice the Performance Formula 37

8 Improve Your Leadership Style 43

9 Reward Sales Performance 49

10 Develop Winning Salespeople 54

11 Plan Sales Activities 58

12 Satisfy Salespeople’s Basic Needs 64

13 Keep Them Focused 70

14 Use the CANEI Method 75

15 Brainstorm for Sales Improvements 82

16 Discipline Salespeople Effectively 88

17 Let Your Poor Performers Go 94

18 Lead by Example 100

19 The Control Valve on Performance 106

20 Four Keys to Building Salespeople 110

21 Courage, the Vital Quality of Success 116

Index 119

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