How to hire and develop your next top performer : the five qualities that make salespeople great /
Wedi'i Gadw mewn:
| Prif Awdur: | |
|---|---|
| Awduron Eraill: | , |
| Fformat: | Llyfr |
| Iaith: | English |
| Cyhoeddwyd: |
New York ; London :
McGraw-Hill,
c2001.
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| Pynciau: | |
| Mynediad Ar-lein: | Table of contents only Publisher description Contributor biographical information |
Tabl Cynhwysion:
- 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.