| Record ID | marc_columbia/Columbia-extract-20221130-009.mrc:293356517:4171 |
| Source | marc_columbia |
| Download Link | /show-records/marc_columbia/Columbia-extract-20221130-009.mrc:293356517:4171?format=raw |
LEADER: 04171cam a2200505Ma 4500
001 4252825
005 20220709225224.0
006 m o d
007 cr cn|||||||||
008 010417s2001 nyu ob 001 0 eng d
010 $a 00045122
035 $a(OCoLC)ocm47009693
035 $a(NNC)4252825
040 $aN$T$beng$epn$cN$T$dOCL$dOCLCQ$dYDXCP$dOCLCG$dOCLCQ$dHALAN$dOCLCQ$dTUU$dOCLCQ$dTNF$dOCLCO$dOCLCQ$dZCU$dOCLCF$dOCLCQ$dSFB$dB24X7$dNLGGC$dOCLCQ$dCNNAI$dOCLCQ$dMWM$dJBG$dZ5A$dLIP$dOCLCQ$dSAV$dOCLCQ$dQT7$dMNS$dLUE$dMUO$dOCLCQ$dINT$dTOF$dOCLCQ$dAU@$dCOO$dWYU$dCANPU$dTKN$dM8D$dUKBTH$dSNU$dUKSSU$dUK7LJ$dLDP$dHS0$dUWK$dOCLCQ$dOCLCO$dQGK$dOCLCO
019 $a243589545$a533223361$a858431978$a961615821$a962586766$a990672256$a1057921584$a1113624579$a1120868911$a1125691491$a1136386161$a1154958961$a1154962606$a1155992151$a1156948054$a1165071028$a1166201642$a1168722000$a1179887605$a1241831576
020 $a0814425569$q(electronic bk.)
020 $a9780814425565$q(electronic bk.)
020 $a0814405452
020 $a9780814405451
035 $a(OCoLC)47009693$z(OCoLC)243589545$z(OCoLC)533223361$z(OCoLC)858431978$z(OCoLC)961615821$z(OCoLC)962586766$z(OCoLC)990672256$z(OCoLC)1057921584$z(OCoLC)1113624579$z(OCoLC)1120868911$z(OCoLC)1125691491$z(OCoLC)1136386161$z(OCoLC)1154958961$z(OCoLC)1154962606$z(OCoLC)1155992151$z(OCoLC)1156948054$z(OCoLC)1165071028$z(OCoLC)1166201642$z(OCoLC)1168722000$z(OCoLC)1179887605$z(OCoLC)1241831576
050 4 $aHF5438.4$b.M543 2001eb
072 7 $aBUS$x058010$2bisacsh
082 04 $a658.8/1$221
049 $aZCUA
100 1 $aMiller, William,$d1955-
245 10 $aProActive sales management :$bhow to lead, motivate, and stay ahead of the game /$cWilliam "Skip" Miller.
260 $aNew York :$bAMACOM,$c2001.
300 $a1 online resource (xvi, 239 pages)
336 $atext$btxt$2rdacontent
337 $acomputer$bc$2rdamedia
338 $aonline resource$bcr$2rdacarrier
504 $aIncludes bibliographical references and index.
505 00 $gChapter 1$tProActive Sales Manager--Defining the New Breed of Sales Manager$g1 --$gChapter 2$tSales Cultures and the Ability to Communicate Them$g25 --$gChapter 3$tManage the Right Things--Time and People$g43 --$gChapter 4$tFinding and Recruiting the Best Sales Team$g65 --$gChapter 5$tCorrective Action$g129 --$gChapter 6$tProActive Management Skills$g145 --$gChapter 7$tIf You Can't Measure It, Why Do It?$g167 --$gChapter 8$tTerritory Planning, Compensation, and Rewards$g189 --$gChapter 9$tSales Meetings$g213 --$gChapter 10$tCreate the ProActive Action Plan$g221.
588 0 $aPrint version record.
546 $aEnglish.
520 8 $aAnnotation$bAll sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales ... instead of adopting the new skills that will make them great managers. This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: regain control of their time -- create a proactive sales culture -- motivate a sales team -- manage to simple yet powerful metrics -- weed out failures quickly -- effectively coach and counsel up and down the sales organization -- measure not to revenue, but to the things that create revenue -- reduce reports to one sheet of paper and 10 minutes a week -- forecast more confidently -- manage the sales organization the way it should be managed.
650 0 $aSales management.
650 6 $aVentes$xGestion.
650 7 $aBUSINESS & ECONOMICS$xSales & Selling$xManagement.$2bisacsh
650 7 $aSales management.$2fast$0(OCoLC)fst01103833
655 0 $aElectronic books.
655 4 $aElectronic books.
776 08 $iPrint version:$aMiller, William, 1955-$tProActive sales management.$dNew York : AMACOM, 2001$z0814405452$w(DLC) 00045122$w(OCoLC)44914193
856 40 $uhttp://www.columbia.edu/cgi-bin/cul/resolve?clio4252825$zAll EBSCO eBooks
852 8 $blweb$hEBOOKS