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Tracy, B: Sales Management: The Brian Tracy Success Library

Brian Tracy

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  • Sales Management (The Brian Tracy Success Library)

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The job of the sales manager is to recruit, manage, andmotivate a top team of high-performing sales professionals. This book shows you how to do it.

World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest - and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to:

  • Select and recruit sales champions

  • Start them off on the right foot

  • Establish clear objectives

  • Determine a sales plan

  • Inspire singleness of purpose

  • Demonstrate respect and appreciation

  • Motivate people with the right incentives

  • Boost their self-concept to boost revenue

  • Develop winners through continuous coaching and training

  • Brainstorm sales solutions

  • Use quality circles to increase engagement and explore improvements

  • Measure results

  • Conduct game-changing performance reviews

  • Discipline effectively

  • De-hire poor performers

  • Lead by example

A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide


Einband gebundene Ausgabe
Seitenzahl 112
Erscheinungsdatum 16.08.2015
Sprache Englisch
ISBN 978-0-8144-3629-5
Reihe Agency/Distributed
Verlag McGraw-Hill Education Ltd
Maße (L/B/H) 17/11.8/1.4 cm
Gewicht 150 g


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  • Artikelbild-0

    Introduction 1

    1 The Role of the Sales Manager 5

    2 Build a Great Sales Team 9

    3 Select Champions 14

    4 Start Them Off Right 20

    5 Manage by Sales Objectives 25

    6 The Psychology of Sales Success 31

    7 Practice the Performance Formula 37

    8 Improve Your Leadership Style 43

    9 Reward Sales Performance 49

    10 Develop Winning Salespeople 54

    11 Plan Sales Activities 58

    12 Satisfy Salespeople's Basic Needs 64

    13 Keep Them Focused 70

    14 Use the CANEI Method 75

    15 Brainstorm for Sales Improvements 82

    16 Discipline Salespeople Effectively 88

    17 Let Your Poor Performers Go 94

    18 Lead by Example 100

    19 The Control Valve on Performance 106

    20 Four Keys to Building Salespeople 110

    21 Courage, the Vital Quality of Success 116

    Index 119