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" Making millions in direct sales : "
Michael G. Malaghan
| Document Type
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BL
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| Record Number
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713395
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| Doc. No
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b535584
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| Main Entry
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Malaghan, Michael G
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| Title & Author
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Making millions in direct sales : : the 8 essential activities direct sales managers must do every day to build a successful team and earn more money /\ Michael G. Malaghan
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| Publication Statement
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New York :: McGraw-Hill,, c2005
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| Page. NO
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xiv, 273 p. ;; 23 cm
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| ISBN
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0071451501 (alk. paper)
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| Bibliographies/Indexes
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Includes bibliographical references and index
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| Contents
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First essential activity: sell -- Set the example -- Champion field training -- Second essential activity: prospect -- Seize all the market, all the time -- Hail the classics: door to door and telephone appointment -- Furnish quality company leads -- Generate abundant local leads -- Boost exhibition sales -- Third essential activity: hire -- Exploit17 powerful, proven recruiting techniques -- Use the 10-step job-selling interview -- Fourth essential activity: train -- Launch the new recruit -- Keep new sales associates one more week -- Rouse the veterans -- Liven up your classroom techniques -- Exploit the power of off-site meetings -- Conduct exciting sales meetings -- Fifth essential activity: replicate yourself -- Start with the first step: the GL -- Delegate -- Grow through key-person training -- Sixth essential activity: motivate -- Visualize the all-consuming goal -- Make the most of the 14 greatest motivators -- Utilize the goal-setting process -- Design winning sales contests -- Seventh essential activity: manage -- Improve time management -- Promote quality customer service and upgrades -- Develop selling and prospecting tools -- Take advantage of the Internet -- Eighth essential activity: lead -- Avoid the 12 career-wrecking demons -- Broaden leadership characteristics -- Build a charismatic persona
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| Subject
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Direct selling
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| Subject
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Sales management
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| Dewey Classification
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658.8/72
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| LC Classification
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HF5438.25.M3255 2005
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| Added Entry
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Malaghan, Tomoko
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