附註:Includes index.
1st essential activity: sell -- Set the example -- Champion field training -- 2nd essential activity: prospect -- Seize all the market, all the time -- Hail the classics: door to door and telephone appointment -- Furnish quality company leads -- Generate abundant local leads -- Boost exhibition sales -- 3rd essential activity: hire -- Exploit seventeen powerful, proven recruiting techniques -- Use the ten-step job-selling interview -- 4th essential activity: train -- Launch the new recruit -- Keep new sales associates one more week -- Rouse the veterans -- Liven up your classroom techniques -- Exploit the power of off-site meetings -- Conduct exciting sales meetings -- 5th essential activity: replicate yourself -- Start with the first step: the GL -- Delegate -- Grow through keyman training -- 6th essential activity: motivate -- Visualize the all-consuming goal -- Make the most of the 14 greatest motivators -- Utilize the goal-setting process -- Design winning sales contests -- 7th essential activity: manage -- Improve time management -- Promote quality customer service and upgrades -- Develop selling and prospecting tools -- Take advantage of the Internet -- 8th essential activity: lead -- Avoid the 12 career-wrecking demons -- Broaden leadership characteristics -- Build a charismatic persona.
Includes bibliographical references and index.
摘要:Offering tips on how to manage and grow quotabusting sales teams; this book provides eight essential activities every direct sales manager must master; and fourteen great motivators every sales manager should know. --
