How to hire and develop your next top performer : the five qualities that make salespeople great /
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| 主要作者: | |
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| 其他作者: | , |
| 格式: | 圖書 |
| 語言: | English |
| 出版: |
New York ; London :
McGraw-Hill,
c2001.
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| 主題: | |
| 在線閱讀: | Table of contents only Publisher description Contributor biographical information |
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| 100 | 1 | |a Greenberg, Herb. | |
| 245 | 1 | 0 | |a How to hire and develop your next top performer : |b the five qualities that make salespeople great / |c Herb Greenberg, Harold Weinstein, Patrick Sweeney. |
| 246 | 1 | 8 | |a How to hire & develop your next top performer |
| 260 | |a New York ; |a London : |b McGraw-Hill, |c c2001. | ||
| 300 | |a xiii, 274 p. : |b ill. ; |c 24 cm. | ||
| 500 | |a Includes index. | ||
| 504 | |a Includes index. | ||
| 505 | 0 | 0 | |a Machine derived contents note: The Sales Enigma. -- The Opportunity and the Challenge. -- So Why the Revolving Door? -- What It Takes to Succeed in Sales. -- The Motivation to Succeed. -- Empathy: The Guidance System. -- Ego-Drive: The Motivational Force. -- Service Motivation: The Emerging Factor. -- Conscientiousness: The Discipline from Within. -- Ego-Strength: The Key to Resilience. -- Integrating the Dynamics for Success. -- Job Matching. -- Understanding the Sales Job. -- Hunters and Farmers. -- Other Personality Qualities and the Job Match. -- Job Matching: The Bottom Line. -- Building a Winning Sales Team. -- Inside the Team. -- Sales and Sports: The Psychological Connection. -- Building from Your Best. -- The Marginal Producer. -- Training and Compensating to Achieve Maximum Productivity. -- Non-traditional Sources of Sales Talent. -- Recruiting Productive Talent. -- Screening Out Those Who Are Inappropriate. -- Psychological Testing: Gaining Objective Insights. -- The In-Depth Interview. -- The Final Decision. -- The Sales Manager. -- Why the Best Salespeople Often Don't Become Great Managers. -- Managers or Leaders. -- Matching Sales Dynamics to Specific Industries. -- An Agency's People: The Bottom-Line Advantage. -- What It Takes to Succeed in Life Insurance Sales. -- Locking the Real Estate Revolving Door. -- Automotive Sales: Then and Now. -- Banking on People: The Key to the Bottom Line. -- High-Technology Consultative Sales: The New Breed. -- The Successful Salesperson in Today's World. -- It's All Motivation. |
| 650 | 0 | |a Sales personnel |x Recruiting. | |
| 650 | 0 | |a Sales personnel |x Training of. | |
| 700 | 1 | |a Sweeney, Patrick, |d 1952- | |
| 700 | 1 | |a Weinstein, Harold. | |
| 852 | 8 | |b CARM |p 0579959 |f BK | |
| 852 | 8 | |b SCAN |h A3:AF32B0 |i B12064 |p 0579959 |f BK | |
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| 856 | 4 | 2 | |3 Publisher description |u http://www.loc.gov/catdir/description/mh021/2001274125.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/enhancements/fy0611/2001274125-b.html |
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