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THE ULTIMATE SALES MANAGERS' GUIDE By John Klymshyn ISBN: 9780471973188 (Sgined)

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Item specifics

Condition
Brand New: A new, unread, unused book in perfect condition with no missing or damaged pages. See the ...
Type
Hardcover
Publication Name
Wiley
ISBN-10
0471973181
ISBN
9780471973188
Book Title
Ultimate Sales Managers' Guide
Publisher
Wiley & Sons, Incorporated, John
Item Length
9.3 in
Publication Year
2006
Format
Hardcover
Language
English
Item Height
0.9 in
Author
John Klymshyn
Genre
Business & Economics
Topic
Sales & Selling / Management, Management
Item Weight
14.6 Oz
Item Width
6.3 in
Number of Pages
240 Pages
Category

About this product

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0471973181
ISBN-13
9780471973188
eBay Product ID (ePID)
52868616

Product Key Features

Book Title
Ultimate Sales Managers' Guide
Number of Pages
240 Pages
Language
English
Topic
Sales & Selling / Management, Management
Publication Year
2006
Genre
Business & Economics
Author
John Klymshyn
Format
Hardcover

Dimensions

Item Height
0.9 in
Item Weight
14.6 Oz
Item Length
9.3 in
Item Width
6.3 in

Additional Product Features

Intended Audience
Trade
LCCN
2006-009975
TitleLeading
The
Dewey Edition
22
Dewey Decimal
658.8/1
Table Of Content
Foreword ix Acknowledgments xiii About the Author xv Introduction xvii Part I Finding, Keeping, and Releasing Salespeople 1 Hiring 3 2 Training 31 3 Performance Evaluation 59 4 The Three-tiered Sales Team 69 5 Rewards and Recognition 81 6 When to Fire a Salesperson 89 Part II Sales Meetings 7 Group Meetings 105 8 One-on-One Meetings--Fifteen Minutes of Fame 115 Part III Planning and Preparation 9 Goals Lead to Greatness 127 10 The Three-step Business Plan 143 11 Ten Tasks Today 151 Part IV Skills All Salespeople Should Have 12 Cold Calling 161 13 Presentation Skills 167 14 Closing Techniques All Salespeople Should Know 181 15 Expectation Management 189 Appendix A: A Brief Discussion of Attributes 39 Through 52 203 Appendix B: 52 Attributes of the Ultimate Sales Manager 207 Index 211
Synopsis
The Ultimate Sales Managers Guide provides real-world solutions to challenges faced by sales managers with all levels of experience. It addresses the most important issues facing sales managers today and offers proven guidance on all the major aspects of the job., Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." -- Rand Sperry , cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." -- Jim Keenan , President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind." -- Andy Anderson , Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager, ' he shows us how to get there, step by step." -- Paula Kutka , Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." -- Tim Pulte , Executive Managing Director, GVA Smith Mack, Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." -- Rand Sperry , cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." -- Jim Keenan , President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind." -- Andy Anderson , Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step." -- Paula Kutka , Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." -- Tim Pulte , Executive Managing Director, GVA Smith Mack, Praise for The Ultimate Sales Managers Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." -- Rand Sperry , cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." -- Jim Keenan , President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers Guide to be the most complete collection of sales truths. It goes beyond the simple clichs to the heart of the issue, which is what drives and motivates the successful sales mind." -- Andy Anderson , Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the ultimate sales manager, he shows us how to get there, step by step." -- Paula Kutka , Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." -- Tim Pulte , Executive Managing Director, GVA Smith Mack, Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." -- Rand Sperry , cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." -- Jim Keenan , President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clich s to the heart of the issue, which is what drives and motivates the successful sales mind." -- Andy Anderson , Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager, ' he shows us how to get there, step by step." -- Paula Kutka , Editor in Chief, staffdigest magazine "Outstanding This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." -- Tim Pulte , Executive Managing Director, GVA Smith Mack, Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." -Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." -Jim Keenan, President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichs to the heart of the issue, which is what drives and motivates the successful sales mind." -Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager, ' he shows us how to get there, step by step." -Paula Kutka, Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." -Tim Pulte, Executive Managing Director, GVA Smith Mack
LC Classification Number
HF5438.4.K55 2006

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