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From Selling to Managing—Guidelines for the FirstTime Sales Manager, Rev. ed., Brown 8.0%OFF

From Selling to Managing—Guidelines for the FirstTime Sales Manager, Rev. ed., Brown

by Brown and Ronald

  • ISBN

    :  

    9788120337411

  • Publisher

    :  

    Phi Learning

  • Subject

    :  

    Business & Management

  • Binding

    :  

    Paperback

  • Pages

    :  

    172

  • Year

    :  

    2009

₹

225.0

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₹

207.0

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  • Description

    This book helps the newly appointed field sales manager to convert their selling skills into management skills and shows how the transition from a player to coach can be successfully achieved. The book concentrates on the problems managers face and points out what they must do to solve them. It offers new insights on changes in technology, distribution, and the complexion of the modern sales force. Table of Contents Preface to the Revised Edition1. The Transition From Selling to Managing2. Planning: The First Step3. Implementing the Plan4. The Appraisal Process5. The Control Function6. Effective Communications7. District Sales Meetings8. Recruiting, Selecting, and Training New Sales RepsIndex

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