Fundamentals of sales management for the newly appointed sales manager / (Record no. 502)

MARC details
000 -LEADER
fixed length control field 03572nam a22002657a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20231007014045.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 210201b ||||| |||| 00| 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0814408737
040 ## - CATALOGING SOURCE
Original cataloging agency CvSU-CCAT Campus Library.
Language of cataloging English.
Transcribing agency CvSU-CCAT Campus Library
Description conventions rda.
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number CIR HF 5438.4
Item number Sc33 2006
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.8,1
Item number Sch95f 2006
Edition number 20
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Schwartz, Matthew, author.
9 (RLIN) 1532
245 ## - TITLE STATEMENT
Title Fundamentals of sales management for the newly appointed sales manager /
Statement of responsibility, etc. Matthew Schwartz.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. New York :
Name of publisher, distributor, etc. AMACOM,
Date of publication, distribution, etc. c2006.
300 ## - PHYSICAL DESCRIPTION
Extent ix, 212 pages :
Other physical details illustrations ;
Dimensions 23 cm
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style. Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning. Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition. Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8. Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index
520 ## - SUMMARY, ETC.
Summary, etc. Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader.
546 ## - LANGUAGE NOTE
Language note In English text.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Management.
9 (RLIN) 130
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management.
9 (RLIN) 1533
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Book
Classification part HF 5438.4 Sc33 2006
Call number prefix CIR
Source of classification or shelving scheme Library of Congress Classification
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Home library Current library Shelving location Date acquired Coded location qualifier Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 03/06/2007 GCS CIR HF 5438.4 Sc33 2006 R0008522 10/15/2025 1 02/01/2021 Book