| Document Type
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BL
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| Record Number
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990429
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| Doc. No
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b744799
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| Title & Author
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Fortify your sales force : : leading and training exceptional teams /\ edited by Renie McClay.
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| Publication Statement
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San Francisco, CA :: Pfeiffer,, ©2010.
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| Series Statement
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Pfeiffer essential resources for training and HR professionals
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| Page. NO
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1 online resource (xi, 329 pages) :: illustrations
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| ISBN
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0470552557
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: 0470552891
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: 0470552905
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: 9780470552551
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: 9780470552896
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: 9780470552902
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0470488662
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9780470488669
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Invest in your salespeople now / by Bob Rickert -- Winning leadership support of sales initiatives / by Jim Graham -- The perfect salesperson : a guide to building your dream team / by Teresa Hiatt -- Develop sales reps using structured feedback / by Kenneth R. Phillips -- So many choices : determining the right solution / by Mike Rockelmann -- Capabilities : the engine that drives success / by Maria Edelson -- Making training stick : get them to use it / by Susan Onaitis -- Measuring the impact : did they use it? / by Gary Summy -- Collaborative partnership to maximize your l & d investment / by Susanne Conrad -- Sales managers : the heavy lifters in training salespeople / by Rick Wills -- Productive new hires, faster : you don't get a second chance to make a first impression / by Renie McClay -- "Raise the roof" sales meetings / by Lanie Jordan -- Successfully leading virtual sales teams / by Renie McClay -- Media Mojo : using technology as a survival strategy / by Trish Uhl.
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| Abstract
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How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales p.
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| Subject
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Sales management.
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| Subject
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Sales personnel-- Training of.
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| Subject
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Selling.
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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| Subject
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Sales management.
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Sales personnel-- Training of.
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| Subject
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Selling.
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| Dewey Classification
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658.8/1
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| LC Classification
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HF5438.25.F674 2010eb
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| Added Entry
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McClay, Renie.
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