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SALES COACHING: MAKING THE GREAT LEAP FROM SALES MANAGER TO SALES
RICHRDSON L. / COACH wydawnictwo: MCGRAW-HILL , rok wydania 2009, wydanie II cena netto: 105.00 Twoja cena 99,75 zł + 5% vat - dodaj do koszyka This definitive guidebook on the coachingprocess has been fully updated
with a new introductionby the author. Written exclusively forsales managers—it offers a
brief, concise primerwith the fundamentals, nuances, examples, andtools needed for moving
fast from boss to coach.
Table of Contents
1 Developmental Sales Coaching - Boss to Coach 1
2 Developmental Sales Coaching - Priority One 13
3 Developmental Sales Coaching - The Model 21
4 Developmental Sales Coaching - The Skills 59
5 Developmental Sales Coaching - Feedback 67
6 Developmental Sales Coaching - Focus and Discipline 89
7 Developmental Sales Coaching - Remote, Team, and In-the-Action Coaching
103
8 Developmental Sales Coaching - Sales Meetings and Coaching Your Team
117
9 Developmental Sales Coaching - Peer and Self-Coaching 137
10 Performance Reviews and Consequence Coaching 147
11 Developmental Sales Coaching - Technology As a Sales Coaching Tool 163
Conclusion 173
Appendix Coaching Tools 175
Index 177
208 pages, Hardcover
Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub
anglojęzyczny jest aktualnie na półce księgarni.
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