The secrets of great sales management : advanced strategies for maximizing performance / Robert A. Simpkins.

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Bibliographic Details
Main Author: Simpkins, Robert A., 1945-
Language:English
Published: New York : American Management Association, [2004], ©2004.
Subjects:
Sales management.
Sales personnel > Training of.
Online Access:
Connect to: Table of contents - All users (Cataloging @ Library of Congress)
Physical Description:xii, 212 pages : illustrations ; 24 cm
Format: Book
Contents:
  • The changing world of sales management
  • Planning for today and tomorrow
  • Crafting the professional sales force
  • Finding the talent
  • Strengthening the sales team
  • Compensation programs that drive superior performance
  • Now lead : measuring and managing performance
  • Coaching and counseling
  • Looking toward the future.